by BobHatcher | May 21, 2018 | Miller Heiman, Problems we fix, SalesVP
Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.” I’m not sure if anyone actually said those words, but I certainly...
by BobHatcher | Dec 19, 2014 | Miller Heiman, Problems we fix, SalesVP
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...
by BobHatcher | Dec 3, 2014 | Miller Heiman, SalesVP
Most would argue that a no-growth sales performance would indicate that the sales team isn’t doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance...
by BobHatcher | Dec 17, 2013 | Forecasting, Miller Heiman, Problems we fix, SalesVP
Forecasting is critical to any sales organization. See our blog post on how it affects your credibility. Forecasting is related to funnel management. Each opportunity in the funnel should have some probability of success associated with it. For each opportunity do...
by BobHatcher | Sep 13, 2012 | Miller Heiman, SalesVP
Those of you who know me know that I am an avid golfer. While I am not the best golfer in the world, I’m not bad. Recently, I had an epiphany on the putting green. Here’s what happened… I had a tricky twelve footer or so, downhill with a left to...
by BobHatcher | Feb 20, 2012 | Forecasting, Miller Heiman, SalesVP, Uncategorized
As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s...
