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ATD Reveals New World-Class Sales Competency Model

Reza Sisakhti | April 29, 2015 | Article

The updated model is based on comprehensive research on evolving trends and practices in sales.

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Book Sampler (Table of Contents, Preface, Chapter 1)
Jenny Dearborn | February 24, 2015 | Book Chapter

A "how-to" guide to boosting sales through predictive and prescriptive analytics.

Forecasting Worksheet and Pipeline Action Plan

September 01, 2014 | Tool

Your team can use this worksheet to analyze the deals they have in play at each stage and their likelihood of closing, as well as to figure out the steps they need to take in order to hit their quota. This worksheet will also help your team make educated estimates of the revenue they can expect to generate in a given period of performance given the status of their pipeline.

Annual Sales Planning Worksheet

September 01, 2014 | Tool

Your team can use this worksheet to help them visualize different performance scenarios and plan accordingly based on their compensation plan, sales pipeline, and past performance.

Premeditated Selling

Chapter 08: Developing a Sales Coaching Strategy
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

Successful strategic sales coaching requires consistency and accountability. If you elect to adopt a consistent strategic opportunity planning process, you must hold your team accountable for following that process.

Premeditated Selling

Chapter 07: Pipeline Management
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

This chapter provides some tools and techniques for improving your pipeline management process by helping you see the importance of building critical milestones into each stage.

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