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Best Practice Presentations & Whitepapers

Sales Forecasting - How To Do It Well

Operational management skill is a key factor in technology company success. This factor is more significant than is often appreciated. An aspect of operational management skill is sales forecasting.

Trinamo has developed a comprehensive approach to sales forecasting based on best practice benchmarks. Many UK companies could benefit by adopting the Trinamo approach.

Contents

  1. Why Forecasting Matters
  2. We Often find Management Using Poor Approaches
  3. The Trinamo Recommended Approaches to Sales Forecasting
  4. About the Author

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Lessons Learnt selling £330m worth of Software

Presentation from Cambridge Network Special Interest Group in Sales Management - 17th March 2008

This presentation discusses the rapid growth of Micromuse from £1m to £140m and working with over 70 clients on sales accelerator projects

Contents

  1. Review the history of Micromuse
  2. Review the problems caused by rapid growth and how the company solved them
  3. Generic growth lessons
  4. Company lifestages have different challenges
  5. How to sell £330m worth of software
  6. Early stage companies need sales "Naturals"
  7. Why are sales force compensation plans important
  8. Software sales forecasting
  9. Scrubbed forecast
  10. Discuss the generic lessons to be drawn from working with over 70 clients

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Sales Force Compensation Plan Design

Presentation form Cambridge Network Sales Management Special Interest Group - 12th December 2007

Why are UK software companies under performing?
We believe part of the answer is poor sales force compensation plan design. This presentation describes our research into compensation plan design and our views on best practice

Contents

  1. Trinamo Consulting core competence
  2. Our sales success at Micromuse
  3. Where this started
  4. The research
  5. Method
  6. What the respondents looked like
  7. The good news - everybody has compensation plans
  8. Most have variable pay for sales reps
  9. Most plans are uncapped with accelerators above 100% of target
  10. Commission pay is mainly released on cash receipt
  11. Who sets compensation plans?
  12. Reason they are failing
  13. Trinamo recommendation
  14. We prove our theory

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