Accurate sales forecasts begin with well-defined sales stages that correctly estimate customers' progress through the sales pipeline. Use opportunities created for the current period, average annual recurring revenue and winrates by prospect source to refine your forecasts, Margaret Weniger writes.
Twenty-seven women who have achieved success in the beauty industry share how they forged their paths, with Drybar founder Alli Webb noting, "There has never been a better time for female entrepreneurs to follow their dreams." Others who have succeeded in the field offer advice on mistakes to avoid and tips for blazing a path in the industry.
Wan Kim, CEO of Smoothie King, says he approaches every decision by considering whether a particular action will help others be healthy and active. He says any company can devise a one-question filter to stay focused on its mission.
The most effective leaders use their strengths to create a vision, model successful behavior, challenge others to act and seek new ways to accomplish goals, writes Dan Rockwell. Every leader should acknowledge their weaknesses and work to shore them up, he writes.
Sales managers can build confidence in their sales teams by helping them master three basic skills. Sales representatives need to have a good understanding of their products and unique selling propositions, plan appropriately for sales calls and ask probing questions, writes Colleen Francis.
To increase your sales across the board, it's important to consider not only the layout of your store, but also the presentation of your products and space, writes columnist Lizzie Weakley. Remember that the customer experience starts the moment they walk in the door, and a smart layout can direct foot traffic to the products you want to sell.
Learning patience takes practice, but it pays off with long-term results, Peter Strauss writes. "Remain persistent in achieving your goals, keeping in mind that you'll encounter obstacles and setbacks along the way," he writes.
A sound marketing strategy requires a good handle on customer personas -- descriptions of individuals that encompass specific buyer segments. In this interview, Randy Frisch, CMO of Uberflip, discusses how to develop customer personas, the optimal number and the role of surveys.
Leaders who want to transform their organizations must transform themselves, Brian Gorman writes. Gorman encourages leaders to answer five questions, including "What can I let go of?"
Lisa Locker left the corporate world to become a CycleBar franchisee in 2017, and she now has two locations and plans for more. In this interview, she recounts how she has involved herself in the community, why leading by example is important and how she has embraced the right mindset for business success.
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