Total Addressable Market – TAM
HashFlag / Pipeline Management / SALES / sales cycle / Sales Process / TAM
2019
TAM is so important for understanding the potential and opportunity for a given business. Management needs it. Board expects it. Investors demand it. This is a metric that should be a living breathing number and tracked and entered into board decks and discussed at length. HOWEVER, your TAM is NOT a bunch of Opportunities that […]
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The dreaded weekly pipeline call. Sales people are notorious at having a bloated pipeline filled with Opps that will never close. Why? Because most sales reps think when it comes to pipeline, size matters…which it does. A rep typically needs 3X their quota in actual pipeline to hit their numbers. However, a bloated pipeline, filled […]
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When I manage opportunities, I bring the prospect into my pipeline management. What do I mean? I don’t disguise what I am doing and I am transparent about entering them into my funnel. I’ve also had success in asking, what should I put as the close date on the opportunity? And talk through that so […]
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The look your sales manager gives you when you tell them you forgot to update your pipeline. #sales #pipeline
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Most sales people are ineffective at managing their pipeline. Because most companies do not take the time to educate and walk through what the process is. Also, companies do a poor job at explaining why the pipelines is an important barometer for the health and future forecasting. As a sales leader I do both. I […]
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What is your average sales cycle? Important question to ask. An even more important answer to have. I am baffled when I look through a company’s pipeline and see opportunities that are 700 days some even 1,000+ days old. Really, you have a 2 or 3 year sales cycle? I am a firm believer that […]
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