Category Archives: Sales Metrics

Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?
June 14, 2018

Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?

This post originally appeared here in the salesforce.com blog. Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about.  Communications will be streamlined, and directions will be […]

Read More
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
April 27, 2018

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

This is Part One of a Four Part Series that originally appeared here in the Sales Management Association blog. We’re delighted to write a four-part blog series to introduce the research findings from our best-selling book, Cracking the Sales Management Code. Ground-breaking research and insights from the book have transformed sales management thinking within global companies […]

Read More
Sales Ops: Treat Sales Managers as Customers to Drive CRM Usage
July 19, 2017

Sales Ops: Treat Sales Managers as Customers to Drive CRM Usage

In the 1980s, there was a popular cartoon depicting a knight charging into battle. Under a hail of arrows, he ignores a waiting salesperson with a dismissive cry: “I have no time for salesmen! Can’t you see I’ve got a battle to fight?” The rejected seller’s offer: a machine gun. Sellers have long appreciated the […]

Read More
The Powerful Sales Metric No One Is Measuring
January 23, 2017

The Powerful Sales Metric No One Is Measuring

This post first appeared here in the Selling Power blog. As someone who has long studied the management best practices of sales forces, I’m often asked my opinion on the most powerful sales metrics to track. While there are many useful metrics, there’s one measure that has the potential to revolutionize sales performance around the […]

Read More
Getting Reps to Quota: A GPS For New Sales Managers
November 8, 2016

Getting Reps to Quota: A GPS For New Sales Managers

This article was originally posted here in the Selling Power blog. Imagine one day being dropped into an unfamiliar landscape and told you must lead a team of people to a prescribed destination. There is no map and no further instruction. To complicate matters, you must deal with a constant barrage of distractions and demands […]

Read More
How to Look Like a Rock Star in the C-Suite: 5 Principles for ROI Stardom When Training Sales Managers
October 18, 2016

How to Look Like a Rock Star in the C-Suite: 5 Principles for ROI Stardom When Training Sales Managers

As a learning professional charged with training sales managers, your mission is to deliver great training and then show the ROI of that training to the C-suite. But let’s face it: sometimes that’s a tall order. Depending on the type of training you choose, it can be difficult to cleanly connect the dots from your […]

Read More