I recently had a chance to speak with Jason Jordan, Co-Author of "Cracking the Sales Management Code," and Partner of Vantage Point Performance. Anyone interested in the state of sales metrics and ...

What if a salesperson could crush their quota but still be underperforming? When sales organizations are focused on the long-term, sales leaders track KPIs beyond new business. They look at the big ...

When it comes to evaluating your sales and marketing processes, there are a handful of metrics that can sum up the entirety of your performance. These deal with either total top-line revenue or the ...

Rather than placing all focus on metrics, sales leaders must recognize the importance of building principled, customer-led ...

Earlier this month at Dreamforce, salesforce.com announced their new Analytics Cloud. With the Salesforce Analytics Cloud, you can pull up information about business performance on your cell phone, ...

I recently wrote about three strategies for strengthening sales enablement in 2020. In the article, I covered the importance of agile practices, embracing change management principles and the need to ...

I recently conducted a simple, one-question survey, using sales pros as my target audience. The question was idiotically simple: What is the most important metric for people in sales? In this era of ...

Strong relationships with customers can make a positive difference to a company’s sales growth. There is a tendency, however, for some salespeople to focus way too much on the “softer side” of selling ...

Running a B2B business is challenging when your clients are few and your competition is plenty. Only the best are able to achieve those coveted high conversion rates—convincing other companies to make ...

Tracking your sales metrics can do a lot to improve your efforts. A vigilant watch on the sales metrics facilitates evaluating and forecasting performance of the sales team. Consistent and accurate ...