Why Good Sales Prospects Stop Returning Calls

Posted by Chris Mott on Wed, Apr 17, 2019 @ 08:04 AM


CSO Insights' 2018-2019 sales performance study shows that only 47.3% of forecast business closes. Imagine what would happen if the KPI's in other departments looked like this. In this short video I discuss one of the primary reasons this happens and how to fix it. 


The most important skill sales leaders must have is great developmental coaching ability. If you want to be a great  coach join us in June for our knock your socks off Sales Leadership Intensive

Topics: lost sales opportunities, prospects that don't respond, predictive pipeline, inaccurate forcasts, managing pipeline, quantifying sales

What You Should Measure to Grow Your Sales Pipeline

Posted by Chris Mott on Tue, Apr 09, 2019 @ 10:04 AM

Black Hole

Every CEO, President, GM or sales leader I speak to complains about delayed closing and inaccurate forecasts. This video post discusses why your sales pipeline may be a black hole. Opportunities are entered never to be seen again. Objective Management Groups data warehouse provides deep insight into solving this fundamental problem.


If you want to learn more about pipeline management and building a world class sales organization Kurlan Associates is hosting our raved about Sales leadership Intensive on June 4-5 at our office in the Boston area.


Topics: sales process, predictive pipeline, best salespeople, inaccurate forcasts

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