Sales Predictability: Leveraging Analytics to Successfully Predict Business Results (Hardcover) (ISBN-13: 9781532023033)

If you want to know if someone is a successful sales leader, you only have to look at one thing: business results.

C-level executives have confidence in their sales executives when they make their assigned revenue targets on a consistent basis. But great sales leaders hold themselves as well as their team to a higher level of accountability.

Don Beck, a seasoned sales and marketing executive in the high-tech industry, reveals why the best sales leaders adhere to strict process disciplines in managing sales and marketing opportunities in this guide to achieving sales predictability.

He provides best practices in forecast techniques and a variety of sales tools that will help you predict sales results on a consistent basis. He also shares a portfolio of key performance indicators that will provide greater insight into your sales and marketing pipeline.

Beck argues that the very best sales leaders are driven by data as a proof point for the effectiveness and efficiency of their sales and marketing teams. Analytics can also enable greater teamwork between sales and marketing organizations.

Improve your company culture, enhance your leadership skills, and achieve optimal results with the lessons in Sales Predictability.