Resources

The weekly sales meeting is part of most sales managers' life. But for many it’s an unproductive and tedious routine. Too often, the weekly meeting is spent “catching up” on the status of opportunities, instead of coaching or problem solving. In this Sales Management Association Case Study webcast, Thermo Fisher Scientific's Joe Roach details key changes Thermo Fisher Scientific made to dramatically enhance the impact of their sales managers’ weekly meetings. Core to their approach was the adoption of enhanced reporting analytics, allowing managers to quickly identify the most important opportunities and deals at risk, and focus more on coaching and strategy development during the weekly meeting. The webcast addresses basic changes in focus and agenda Thermo Fisher Scientific implemented to the weekly meeting routine, as well as specific aspects of the Cloud9 Analytics reporting solution Thermo Fisher Scientific found most instrumental in improving sales management visibility.