Last week, I wrote “What Is a Sales KPI? (You May Have It Wrong),” which explored the purpose of a Key Performance Indicator in a sales organization and how you may have been approaching it all wrong. Sound familiar? Sales leaders are often faced with a predicament: “Which KPIs do I want my team focused on that...Read More
In our last post, we talked about the importance of discussing sales KPIs with your team. Today we’ll share tips for acting on that advice. These tips serve as especially useful just before you finalize any new set of sales KPIs, such as you would at the beginning of a new quarter or year. If you won’t...Read More
I am constantly having oddball dreams. Yes, that’s a strange way to start this post, but it’s true. I’ve recently had dreams about playing basketball against Michael Jordan (obviously I won), being waited on in a fancy Italian restaurant by Marc Benioff (Our sales performance platform lives on Salesforce. I ordered the gnocchi with garlic cream sauce) and...Read More
As a kid, my dad used to make me watch the ’70s Kung Fu classic “Enter the Dragon” with him whenever it was on TV. “Bruce Lee is a bad dude,” he’d say. “Nobody wants to mess with Bruce Lee!” He was right. Even by Hollywood action movie standards, Bruce Lee was amazing. Despite standing...Read More
When you think KPIs for your sales team, do you think sales quotas, average deal size or revenue per sales rep? Well, think again. Defining a KPI within a sales organization is often misunderstood and therefore, misused. To better understand how to get this right and build your own KPI-driven sales machine, this post will unravel...Read More
Leading a field sales team comes with unique challenges. When your team is working from any number of different places, suddenly you’re not just managing sales performance strategy, but also time zone differences and communication logistics, all while trying to keep your team motivated, engaged and hitting their numbers. But if you excel in a...Read More
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