The Sales Management Blog With A BizOps Spin
Spreadsheets are alive and well in B2B sales. There are lots of reasons to love them. But there are plenty of reasons to hate them too. In this post, I'll explore why spreadsheets are still so important and why you'll be so much happier and successful when you automate them.
Traditionally, the job of a BDR manager is to hold their BDRs responsible for the early part of the sales funnel. Making sure they are sourcing the right people, making enough calls, having meaningful conversations, and getting the account execs enough opportunities.
We recently examined the power of stage conversion rates and how they’re an awesome tool for sales managers. In addition to conversion, there’s another very valuable metric when it comes to understanding opportunities’ behavior. I’m talking about opportunity stage duration. Stage duration paints a vivid portrait of the sales process, both for a team and individual reps.
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