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3 Steps to Measure Sales Training Effectiveness and Outcomes

4 min read
Measurement is a powerful activity, because it benefits the individual and the organization. This combination of a broad and focused view of effectiveness is necessary to sustain selling skills. Here’s how to bring structure to measurement.

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.

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.