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Research Sets High Water Mark for Sales Operations

Research Sets High Water Mark for Sales Operations

The researchers categorized companies into four levels based on varying degrees of process utilization. The four levels were: 1. Organizations who lack a standard process, 2. Organizations who have adopted a process but don’t manage to it, 3. Organizations who...
Using Gap Analysis to Optimize Channel Performance

Using Gap Analysis to Optimize Channel Performance

The Challenge Managing a channel whose sales people you don’t control while making aggressive revenue targets may seem like an oxymoron. But lets take a look at Gap Analysis, one of a set of important tactics at the channel manager’s disposal. Develop a...
Opportunity Assessment – Part 2

Opportunity Assessment – Part 2

Agreement to pursue between the manager and seller. With that agreement, the manager is then in a position to assign the appropriate milestone, or stage, for the opportunity based on objectivity, not the subjectivity of a seller. Conducting high quality Opportunity...
Opportunity Assessment – Part 1

Opportunity Assessment – Part 1

For 90% of salespeople, a “maybe” is an opportunity to do what they most enjoy: selling; and do less of what they don’t: prospecting. Combine that with a generally buoyant nature and the result is exaggerated expectations about deal size, probability...