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We measure a lot of things in sales. Some sales organizations are fanatical about metrics, others not so much. Either

Sales Leaders: How much are you going to do this month? How do you know? How sure are you, 50%,

I gave my two cents earlier this week on why sales and earnings forecasts fail. They fail because of

Conventional sales asks; how much is the deal worth? How much did you sell? Most sales people and organizations are

Do you set quota? Do you set financial goals and plans for your organization? It’s getting to be that time

Not too long ago I was invited to a National Sales Conference. It was your typical, yearly sales conference designed

I was in my first executive role, V.P. of National Sales. It was my first week on the job. It

Not too long ago, during happier times, sales manager only had to look at their funnel to determine if a