Best Practices for B2B Sales - Sales Management Process

This is the fourth category of the blog series on Best Practices for B2B Sales.  In this category we focus on the sales management process, which covers sales rep coaching, the weekly forecast call, the monthly strategy review and the quarterly business review.  Sales rep coaching is further divided into four key activities:  sales rep one-on-ones, weekly sales pipeline and opportunity review, sales rep coaching – performance reviews and proactive content and content delivery.


Best Practices for B2B Sales – Sales Rep Coaching and One-On-Ones

Sales rep coaching and sales manager/sales rep one-on-ones are the catalyst for sales optimization and sales growth.  This series reviews best practices across four different areas covered during Sales Manager/Sales Rep One-on-Ones.

Best Practices For B2B Sales – Sales Forecast Call

The Sales Forecast Call is all  about the sales forecast, not coaching, or lead gen.  It specifically focuses on which deals can be counted on closing this sales period and what has changed since the last meeting.  This blog reviews best practices related to the weekly forecast and roll-up

Best Practices for B2B Sales – Monthly Strategy Review

Thismeeting is held on a monthly basis, usually twice a quarter, at the beginning of the months when the quarterly business review[QBR] is not being held.  This is a team call with the sales manager and his/her sales team, plus sales support and marketing.  This meeting focuses on the sales forecast at a higher level than the weekly forecast calls and on key risks and opportunities that could jeopardize hitting the sales target.


Best Practices for B2B Sales – Quarterly Business Review

These meetings are held at the beginning of each quarter and in lieu of the monthly sales strategy meeting.    The QBR meetings are individual presentations by the sales rep.  Each rep is given 30 to 60 minutes to review their performance for the previous quarter and their game plan for the new quarter.

ROI Analysis:

Understand the ROI of AI for Sales Forecasting

Research conducted by Washington University found companies using AI for Sales Forecasting and Sales Pipeline Management were able to:

  • Handle 19% more opportunities per year
  • Make 58% more money per sale
  • Reduce sales cycle by up to 59%

SiriusDecisions Research:

Foundation of an Accurate Sales Forecast

SiriusDecisions Service Director, Dana Therrien, illustrates the foundation of an accurate sales forecast. Learn how artificial intelligence increases sales effectiveness and changes how sales teams operate on a daily basis.

Expert Webinar:

A Structured Approach to Driving Holistic Predictable Revenue

In this webinar we cover:

  • Top 3 challenges to deliver an accurate forecast
  • Examples of a well structured sales proocess
  • The building blocks and advanced capabilities that support an accurate forecast