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Walter Rogers
Walter Rogers has created and led businesses in 13 countries on three continents, has been interviewed on over 100 shows on CNN, CBS, and ABC on the topics of sales, CRM, sales management and corporate productivity, is on the Advisory Board of DePaul University Center for Sales Leadership and was a Texas eCommerce Awards finalist for two consecutive years. His passion for CRM enabled sales performance transformation inspired his two books, Pathways to Growth, co-written with business partner Tony Robbins, and Spark!
Most sales managers rely on two key tools to monitor sales rep
productivity: pipeline and forecasting. However, highly effective sales
managers understand that there is a difference between the two. Forecasting is
focused on later stage deals – the ones that are far enough along that you can
begin...
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Even though leading-edge, web-based technologies have done a lot
to increase the speed and efficiency of prospecting activities in recent years,
the basics of prospecting haven’t changed in decades: analyze your territory,
create an account plan, identify high probability targets, qualify...
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This excerpt is part of the "9 Disciplines to Create Sales Breakthroughs in Turbulent Times" guide by Walter Rogers, CEO of CloudCoaching International.--
“It isn’t
the things I know that cause my problems; it is the things I think I know that
just ain’t so.” ...
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What do Sales Makers want most?
Coaching! It’s true; a recent study on sales organization performance indicates
that while Sales Managers think they are supposed to focus on being a
super-seller and giving answers, Sales Makers give the highest marks to Sales
Managers who made it a priority to...
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Selling
is a numbers game, and all sales organizations keep track of certain sets of
numbers. It is easy to obsess over the obvious numbers like monthly or
quarterly revenue or close rates. Unfortunately, those numbers simply give you
the “final score,” without telling you anything about how your...
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By Walter
Rogers, Founder and CEO of CloudCoaching International
Evidence repeatedly shows that turning around a sales team starts with
turning around the sales manager. Sales managers are uniquely positioned to
influence and empower sales reps to greater levels of success, but...
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