EP Huddle #10:
We spend a lot of time talking about each specific sales account and upcoming prospects we expect to move into the pipeline. We discuss appointments scheduled, meetings conducted, proposals sent and sales forecasts.
As a sales organization, we're constantly reviewing data and anecdotal summaries of accounts, campaigns and sales information. But, we've found the best way to approach the idea of sales reporting is to automate the things that can be automated, and then ask for a crystal clear picture of everything else.
The reasons for sales reporting is two fold, but is utilized poorly within many organizations. The reasons are: 1) Sales reporting helps the sales team work together to help generate revenue, solve problems and overcome obstacles. 2) Sales reporting helps management forecast sales numbers and determine what the future sales opportunity looks like. Unfortunately, too many sales leaders only focus on the second reason and aren't asking for information to further help the sales person increase sales and be successful.
Here's a list of (some of) the things we ask for, and a small summary for how this information is delivered.
As a team:
What additional reporting is helpful in your business? As you talk with your group, make sure the following bullet points are considered.
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