Tracking sales activities in a spreadsheet has become commonplace. Often referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. This is the first step towards a modern sales management system. As “Cracking the Sales Management Code” authors Jason Jordan and...Read More
Determining your key performance indicators (KPIs) can be one of the most important things you do as a sales leader. These are the operating metrics to run your sales organization. But before we jump into defining your sales KPIs, we have to make an important distinction between leading and lagging KPIs. Leading vs. Lagging KPIs...Read More
A few weeks back, we set out to gather as many helpful sales performance quotes from top industry experts as we could find. We wanted to arm your 2016 sales leadership game with the ultimate guide. So we’ve got 101 sales performance tips waiting for you. (Grab those here.) But until you can get to that, check out some of our favorite...Read More
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