BLOG ROUNDUP FROM THE SELLING POWER BLOG How to Improve Sales Forecasting with the Power of Analytics


There’s no disputing that forecasting is a challenge. Add in increased account- ability to those numbers from other business stakeholders, so they can deliver on their commitments, and you’ve got a forecasting nightmare that impedes busi- ness growth. Advanced digital technology is helping address the challenge – bringing the power


DR. MARTIN FLEMING CHIEF REVENUE SCIENTIST VARICENT


of artificial intelligence and machine learning to improve forecasting. As it turns out, sales leaders can use some help. Varicent just completed a survey of 300 sales leaders and found that only 21% are satisfied with the success of their sales forecasts. What else does sales forecast success require? Read More >


FROM THE SELLING POWER BLOG


The Difference Between CRM and Lead Management Software


BY SELLING POWER EDITORS


Acquiring customers starts with lead generation. The more leads you have in your pipe- line, the more customers you’re likely to land. Managing leads becomes easier when you have the right software to assist you. But which one is right for your business – customer relationship management (CRM) or lead management software? And what’s the difference? Software solutions for CRM and lead management are sometimes seen as the same or similar. That’s because both can be used to manage leads. There are, however, some notable differences between the two. Let’s look at where they differ. Read More >


FROM THE SELLING POWER BLOG


Is Your Sales Compensation Program Doing Enough to Retain Sales Talent?


SCOTT BARTON VP, INDUSTRY SOLUTIONS VARICENT


It’s expensive to replace reps, and a vacant territory leaves a hole in sales targets – both of which make it difficult to grow revenue. The mission of a sales compensation plan is to drive sales using a strategic plan align- ment. This means the company pays its salespeople for growing revenue through one or more focus areas. This year’s incentive compensation management benchmarking study asked mul-


tiple departments within 300 companies, of all sizes and industries, for their take on the effectiveness of their incentive compensation. Ultimately, the study uncovered that many organizations find strategic plan alignment elusive – regardless of industry or company size. Read More >


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