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Leading Vs. Laggard Sales Performance Metrics

Leading Vs. Laggard Sales Performance Metrics

Laggard Metrics  Many sales organizations manage only to “laggard” performance metrics, such as quota achievement. And yes, we all know and agree that quota achievement is very important. However, in terms of improving a sales professional’s performance, it is a...
Opportunity Assessment

Opportunity Assessment

Opportunity assessment is perhaps the most important function that first line sales managers should perform. It is the process of evaluating a seller’s opportunities against six key qualifiers to proactively identify and rectify problems, both with the opportunity...
New Podcast Feed: Sales Management…On Steroids!

New Podcast Feed: Sales Management…On Steroids!

Objective I’ve worked with sales managers and sales executives from around the world for more than 25 years, and have helped them dramatically boost the performance of their sales people and in fact their entire sales operation.  Based on those experiences, my...