The 1 Metric CRO's use to keep pace
Matthew Menard
We spend a significant amount of time collaborating with customers’ CRO’s to help them optimize their sales organizations. The metric that gets the most attention is the exact close rate percentage by forecast category throughout the Quarter. Time and time again, when we show CROs their actual close rate by commit, upside, pipeline and whatever…
CRO's and CFO's - New Best Friends
Stephen D'Angelo
In many industries, the chief revenue officer (CRO), also known as the VP of worldwide sales, and the chief financial officer (CFO) are typically not the best of friends. This isn’t great, because these two roles need to get along for companies to thrive and succeed in a competitive marketplace. In fact, in healthy companies,…
FAKE NEWS: Do Your Forecasts Qualify?
Stephen D'Angelo
Across the tech industry, on either Mondays or Fridays, sales executives are typically consumed with lengthy forecasting calls. Just about every sales leader spends too many hours doing top-down forecast calls, and along with his or her sales operations partner, plugs notes and numbers into their forecast spreadsheets. After hours of phone conversations listening to…
Moneyball: How to be the Billy Beane of Sales
Stephen D'Angelo
Major league baseball and sales organizations have something very much in common. Sure, the competitiveness of sales professionals can rival that of professional athletes, but what I’m referring to is the need for data. In 2003, Michael Lewis wrote the bestselling book, Moneyball. Some of you may have read the book, others may have seen…
Four Insights Aviso Sales Managers Have… And You Don’t
Heather Ryan
As a Sales Manager, you’re essentially being asked to predict the future. The CRO or VP of Sales want to know when deals are going to close and for how much. You’re being asked to know how much pipeline you need to make or exceed quota and how many “blue birds” you can expect to…
Myth #10: The Span of Control in Sales is Five to Seven People
Michael Lock
We have built sales organizations like the US Army has. They are very hierarchical and laden with many, many levels of management. There seems to be an accepted rule that a single manager has a span of control of five to seven reps.  But, that rule is killing us. Worse than that, we often violate…