BLOG ROUNDUP FROM THE SELLING POWER BLOG How Everyone Can Gain Full Confidence in Your Sales Forecast


STEPHEN D’ANGELO PRESIDENT,


WORLDWIDE FIELD OPERATIONS AVISO, INC.


In many industries, the chief revenue officer and the chief financial officer are typically not the best of friends. This isn’t great, because these two roles need to get along for companies to thrive and succeed in a competitive marketplace. Why does conflict exist between the people who hold these roles? We can begin to see where things go awry by examining the job function of the CFO, who is accountable to the CEO for financially planning most aspects of the company. He or she needs to provide accurate projections to the board and shareholders, execute cash management, and create quarterly and annual top- and bottom-line plans. What often gets in the way of planning and budgeting is the inability of the sales organization to accurately forecast revenue for the quarter (never mind forecasting two quarters out). How can we use newer technologies to improve them? Read More >


FROM THE SELLING POWER BLOG Eight Signs of a World-class Sales Rep Onboarding Program


LAUREN BAILEY PRESIDENT FACTOR 8


Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot on, my friend. Best-in-class onboarding (or new-hire training) programs go well beyond the standard “welcome to the company” orientation and dive into actual job training. But most pro- grams stop after introducing reps to their new systems and product. This leaves reps on their own to figure out things like: Who do I call first? How do I give a demo? What do I say if they ask me about the product? The result? Long ramp-up times – while the reps use experience to supplement what they could have been taught. Don’t get me wrong, there will always be a ramp-up period. Our goal is to shorten it. Here are eight signs of a world-class rep onboarding program that you should start using immediately. Read More >


FROM THE SALES LEADERSHIP BLOG Everything You Need to Know to Sell to Today’s Enterprise CIO


SHARON GILLENWATER FOUNDER


BOARDROOM INSIDERS


Recently we did a deep dive into the backgrounds of CIOs by analyzing data regarding nearly 1,000 CIOs in the Fortune 500 and beyond. If you are familiar with our service, you know we maintain in-depth profiles of several thousand CIOs as well as thousands of other C-suite executives. And, while much of our focus tends to be on their business initiatives and challenges to help sales teams create compelling strategies for partnering with customers, our profiles also contain rich, personal information, such as their hobbies, where they are from, and where they started their careers. We set out to answer three questions: What does the enterprise CIO archetype look like? What do enterprise CIOs have most in common? And how does the CIO archetype differ from the other C-level titles we profile in our database? So what did we learn? Read More >


SELLING POWER MAY 2018 | 25 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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