SCOTSMAN® Sales Management Insights

9th April 2021

Managing the Conservative Buyer

Three Adjustments Sales Organisations Can Make The volume of b2b buying activity is rising. This is music to all our ears. However, with increased volume comes […]
24th February 2021

How Sales Planning unlocks Accurate Forecasting

A recent HubSpot report stated, perhaps unsurprisingly, that 40% of sales leaders miss their target. Managers spend a great deal of time forecasting, but leaders frequently […]
26th November 2020
So you think you know SCOTSMAN

So, You Think You Know SCOTSMAN®

A lot of businesses we come into contact with already believe in the power of SCOTSMAN® and use it within sales as a checklist to qualify […]
12th November 2020

Designing Sales Productivity Datasets in CRMs for Complex Sales

The sales function must deliver predictable, reliable and consistent forecasts, yet 80% of sales teams regularly miss their targets. In the US alone, this costs businesses […]
23rd September 2020
An empty meeting room making requiring leaders to conduct remote opportunity management practices

How to Equip Sellers to Manage Opportunities Remotely

With fresh guidance to work from home affecting many, and with some forms of workplace-based social distancing expected to continue until 2022, many b2b sales teams […]
4th September 2020
A sales leader manages her sales forecast whilst sales process planning with her team

How to Manage the Sales Opportunity Review Process Remotely

It was Tom Peters’ book, published during the stock market crash of 1987, that explained how and why companies must learn to thrive on chaos. He […]
12th November 2020

Designing Sales Productivity Datasets in CRMs for Complex Sales

The sales function must deliver predictable, reliable and consistent forecasts, yet 80% of sales teams regularly miss their targets. In the US alone, this costs businesses […]
1st December 2016

Should you recruit optimistic or pessimistic salespeople?

So, which did you choose? The optimist? Everybody loves an optimist. That unwavering enthusiasm and energy and the ability to draw the positive from even the […]
2nd September 2016

Sales – Is it an “art” or a “science” ?

Imagine a world where your business results are delivered on time, on target, month in and month out. A world where you never get any nasty […]