Characteristics of a True Sales Leader
In the average sales organization, successful sales reps get promoted to managers. These “new” sales managers are suddenly tasked with leadership and training....
The Measuring Sticks of Sales Productivity
The world is flat, or at least we thought it was until Columbus made a discovery or two while trying to find a faster route to the Far East. In many organizations, sales...
The Definitive Framework for Sales Metrics
The captain of the Titanic learned the hard way about what’s below the tip of the iceberg. Much like Edward Smith – that infamous captain’s name for you trivia...
5 Moneyball Metrics Sales Executives Can’t Ignore
Moneyball isn’t just a great baseball story. It’s a great business story. In 2002, Billy Beane, general manager of the low-budget, down-market Oakland A’s, had to rebuild...