By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems Price increases require preparation inside your business before the first customer hears the news. As an SMB owner or CEO, you own the pricing decision. Your salespeople need to help shape how it reaches the customer. You review the numbers and reach a decision:
Raising Prices? Prepare Your Salespeople Before They Prepare Your Customers Read More »
By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems “We lost on price.” That may be true. It is not enough information to decide whether your company should lower its prices, change its proposal, improve discovery, or stop pursuing that type of customer. Sales win-loss analysis should help you make those decisions. It
Sales Win-Loss Analysis: Why You Win, Why You Lose, and What to Change Read More »
By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems A sales recovery plan becomes necessary when the business you reasonably expect to win falls short of the business you need. Imagine finishing your weekly forecast review with a quarterly target of $1 million and a credible forecast of $700,000. The opportunities have been
Sales Below Target? How to Build a Sales Recovery Plan That Changes the Outcome Read More »
By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems Sales forecast accuracy is not about producing a number that makes everyone comfortable. It is about giving the business a defensible view of what is likely to happen while there is still time to respond. Imagine asking your sales manager how the quarter will
Sales Forecast Accuracy: How to Build a Forecast You Can Trust Read More »
By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems Sales pipeline coverage should help you answer a basic leadership question: Do we have enough qualified business in motion to support the sales target, or are we depending on a few deals to rescue the quarter? Imagine that your team has just completed a
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By Anthony R. Nicks, Founder and CEO, Transformative Sales Systems Your sales pipeline review just ended. Everyone provided an update. A few close dates changed. Several proposals are “looking good.” Someone needs to follow up with purchasing. But can you answer the question that matters? What business can we reasonably expect to win, and what
How to Run a Sales Pipeline Review That Actually Improves Forecast Accuracy Read More »
By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems A poor sales to operations handoff can turn a good order into an expensive problem. The customer expects one thing, the delivery team understands something different, and your people spend the next several days trying to close the gap. The order may look fine
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How to Conduct Sales One on One Meetings That Improve Performance By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems Sales one on one meetings should leave a salesperson better prepared to handle the next customer conversation. If the meeting ends with the same problems, the same advice, and another promise to follow
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How to Build a Sales Scorecard That Drives Performance By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems Sales accountability should help you see a revenue problem while there is still time to do something about it. If the first meaningful conversation happens after the team misses its number, your management process is
After Onboarding: Build a Sales Management Cadence That Improves Performance Completing a 90-day onboarding plan does not remove the need for sales management. It changes the job from establishing readiness to developing consistent performance. A company can recruit carefully, use assessments, conduct structured interviews, and build a strong onboarding plan. The new salesperson can learn
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