SCOTSMAN® Sales Management Insights

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 […]
22nd July 2020
A sales leader uses root cause analysis procedures to improves sales forecasting

Eliminating The Root Causes Of Lost Opportunities

One of today’s biggest issues for senior management is to achieve the predictability, reliability and consistency of business results demanded by key stakeholders. If sales forecasts […]
8th June 2020
A sales manager reviews his sales pipeline management using SCOTSMAN methodology

The Four Essential Areas of Inspection in Strategic Sales

How to Alleviate The Fog: Accurate Forecasting Guidance for Leaders  Gartner has recently advised businesses to review their forecasting methods and use more predictive indicators on the dashboard […]
6th May 2020
5 Ways to Overcome Social Distancing Barriers in Complex Sales blog

5 Ways to Overcome Social Distancing Barriers in Complex Sales

Businesses are planning for a return to office working, with some staff continuing to operate from home. With Harvard Business School predicting that some social distancing […]
15th April 2020
Hitting the target is enabled when SCOTSMAN sales qualification is deployed

How to Flush out Sales Showstoppers in Complex Market Conditions

Delayed or lost deals are a stark reality of the current global corona virus pandemic. Gartner CSO research suggests that nearly 70% of B2B customers feel […]
6th April 2020
A seller receives online sales training in how to use SCOTSMAN sales qualification

Developing Sales Skills in Disruptive Times

What difficult times we find ourselves in. I was touched, like most, by the words from our enigmatic Queen at the weekend. We are all facing […]