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Assessing a Large Sales Organization

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Getting an accurate pulse on a large sales organization is like getting input from 500 people about an upcoming dinner party — it’s not easy. And if you miss the mark, the most vocal people in the company will communicate how they feel about the...

How Good Is Your Sales Force?

2 min read
Can a sales force be “good,” yet not achieve its quota? Is a sales force that does hit its quota always “good?” There are many factors to consider when answering these questions.

Sales Training: What’s the Point?

3 min read
Every year, companies spend millions of dollars training their sales teams. In most cases, sales training doesn’t have the desired effect of increasing sales or increasing the team’s skills.

Critical Selling Metrics

4 min read
Even the best intentions behind a performance improvement initiative will fall flat without measurement. The most effective businesses are thinking about using the data they do have differently. They’re measuring what matters.