For most companies, the answer is no. Why? Because most sales organizations confuse forecasting with coaching.
Every week, in nearly every company, sales managers sit down with their teams to examine pipelines and discuss the likelihood and timing of deals closing. Managers commonly believe these forecast meetings to be productive coaching conversations that affect outcomes; in fact, they are simply administrative data-scrubbing sessions that do nothing to improve the chances of deals actually closing.
Healthy pipelines play a foundational role in improving rep productivity, boosting win rates and meeting sales targets. But most managers miss the opportunity to impact these critical metrics because their weekly pipeline conversations get stuck in forecasting. Here’s the difference:
If your sales managers are asking reps about dollar amounts or the likelihood and timing of a sale, they are forecasting. Forecasting simply estimates performance by updating data. It has no impact on sales results.
If your sales managers are examining the health of the pipeline and discussing how to improve the chances of winning deals, they are coaching and managing the pipeline. These conversations have a monumental impact on sales results because they help reps understand which opportunities they should be pursuing and how to win those opportunities.
So, the big question is this:
VantagePoint’s Pipeline Coaching training teaches sales managers how to get beyond administrative forecasting and transform their pipeline conversations into powerful drivers of revenue. During this two-day workshop, sales managers learn how to . . .
Our pipeline coaching training gets results. In one case, a manager whose team was 30% smaller than other sales teams in the company began producing twice as much revenue as other teams.
Are the pipeline conversations in your company regularly getting bad deals out and good deals in, improving reps’ chances of winning opportunities, and ensuring deals move through the pipeline at optimal speed? Or do those conversations center on close dates and probabilities?
If it’s the latter, talk to us about how we can help your sales managers radically improve their teams’ results through better pipeline coaching.