Best Practices

The Complexities that Come with Rep Management

Reps tend to be localized in a specific region and so know the culture and business processes that get used by your potential the customers. A rep channel gives you access to new markets and geographies, and the prospects and contacts therein. In this market it makes sense to take advantage of [...]

The Complexities that Come with Rep Management2020-09-30T09:03:36-08:30

Don’t Keep Struggling with CRM – Sales Operations as a Service is the Future

A lot has changed since NEHANET started building its CRM solution 17 years ago. The explosion of big data and computer systems to turn information into action has changed the market and customer expectations more than we could have ever imagined when we started. But what does that mean for your business -- and [...]

Don’t Keep Struggling with CRM – Sales Operations as a Service is the Future2020-09-21T20:53:05-08:30

Capture Win/Loss Information – Use it to Drive Change

It probably goes without saying, if you follow my blog, that I am a big proponent of tracking this type of information in a CRM system. Loss data makes it much easier to aggregate and develop useful actions to improve the sales results. It is also important to accounts, opportunities, success in market segments, and particular customer [...]

Capture Win/Loss Information – Use it to Drive Change2020-09-14T20:30:02-08:30

Build a Better Model to Predict Revenue from the Opportunity Pipeline

The third destination on the list of my VP of Sales survey is creating a better model at predicting revenue from the current opportunity pipeline. Based on my discussions nearly all companies I spoke with are using some type of weighted forecasts to predict the value of future revenue that will be generated from their [...]

Build a Better Model to Predict Revenue from the Opportunity Pipeline2020-09-09T22:07:21-08:30

The 3 Critical Steps to Improving Forecast Accuracy

Improving forecast accuracy was the number one issue identified in my VP of sales survey.  While there are many other aspects of forecasting that are equally as critical, we will focus simply on the accuracy aspect here. Done right, there is no reason that forecast accuracy can’t be  improved by at least 30%.  Let me show you [...]

The 3 Critical Steps to Improving Forecast Accuracy2020-09-03T07:18:01-08:30

How To Get Business Visibility Into Your Channel Partners

How to get better visibility in the Channel by solving the issues that keep your channel partners from sharing their business opportunities with you. Distributors and Reps all have competing suppliers and complex customer relationships. From their perspective, they also have to be concerned about protecting the opportunities they are working on from other [...]

How To Get Business Visibility Into Your Channel Partners2020-08-26T08:12:39-08:30

Having Trouble Delivering Your Revenue Goal This Year – You’re Not Alone!

Whether your part of the Executive team or the Sales and Marketing team, today's market conditions have probably thrown a monkey wrench into your goals for the rest of the year.  In just a couple of months, you are going to have to decide whether or not next year is going to recover or [...]

Having Trouble Delivering Your Revenue Goal This Year – You’re Not Alone!2020-08-21T07:37:56-08:30

Are You Evaluating Leads Effectively?

Marketing works hard to build market awareness, make business developments and new products visible to customers, and manage the external communications programs so critical to building a successful company. One of the difficult problems the management team struggles with is making sure the leads that marketing identifies get handled efficiently and turned [...]

Are You Evaluating Leads Effectively?2020-08-18T07:37:47-08:30

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog

NEHANET is integrated with many leading ERP/MRP solutions including SAP, Microsoft Dynamics, Tensoft, Consona and others. Integrating NEHANET with your ERP is usually straightforward, and adds significant value to your operations. We typically pull in the following information from your ERP: parts master, customer master, actuals (shipments), backlog (requested, committed, delinquent, unscheduled), bookings and risk [...]

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog2020-07-22T07:07:37-08:30

The 5 Phases of Gap Analysis

Gap analysis is a tool that helps a company to compare its actual performance with its potential performance. At its core are two questions: "Where are we?" and "Where do we want to be?” Utilizing this tool may be very broadly focused to help set corporate strategy or very narrowly focused to help set a [...]

The 5 Phases of Gap Analysis2020-07-06T23:10:22-08:30