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 ...

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 ...

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 ...

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 ...

I’ve had several clients experience major ownership changes in the past year: a merger of like-sized companies, a full acquisition and partial ownership changes with private equity investment. In any ...

Focusing solely on numbers, at the expense of training and teambuilding, hurts organizations in the long run. “Talladega Nights,” which happens to be one of my wife’s all-time favorite movies, is ...

This year’s spring training is far behind us. For the salespeople and baseball fans among us, we find ourselves once again inspired by the lessons and inspiration offered throughout the history of ...

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 ...