Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

Predicting Sales Growth in 2015

No, this is not going to be another one of those long lists of inspirational resolutions and aspirational predictions that seem to be so popular at the beginning of every new year.

Frankly, I’m already as tired of those as I am the leftovers in my fridge.

Rather, I’m referring to the growing trend amongst B2B sales operations toward becoming much more predictive and prescriptive about their growth.

As we discussed in the subscriber training session, Territory & Account Planning, leading sales operations have moved well-beyond the traditional approaches to planning and forecasting. They’re no longer simply relying on individual salespeople’s opinions about how and where growth is going to come.

And most certainly, they aren’t just throwing out a growth target, crossing their fingers, and hoping that the compensation plan will somehow incent salespeople to “figure it all out for themselves”.

Instead, leading sales operations are leveraging the data at their disposal to:

  1. Accurately identify and predict high-probability sales opportunities.
  2. Characterize, quantify, and prioritize the various sales opportunities.
  3. Provide a prescriptive, data-driven account plan for every customer.

While the traditional approaches to growth planning are much easier, these more predictive and prescriptive approaches are proving to be far more effective. And they aren’t just aspirations, either — we’ve spoken to a number of sales operations that are leveraging these approaches right now.

So…if you absolutely have to make a resolution this year, why not resolve to become more predictive and prescriptive about your sales growth? It’s definitely worthwhile, and you certainly won’t be alone.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • How to Deal With Churn

    How can we mitigate churn and retain more of the customers, revenues, and profits we've acquired? In this webinar, learn a simple methodology for figuring out what's best in your situation.

    View This Webinar
  • How to Tackle Trade Tariffs

    In this insightful conversation, Sean Arnold helps us sort through the issues and understand our options when addressing the latest addition to our list of challenges: trade tariffs.

    View This Interview
  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research
  • Rethinking Sales Coverage

    For decades, teams have approached territory design and coverage planning in largely the same way. But current market conditions are forcing everyone to question the status quo and explore new possibilities,

    View This Webinar