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    Actually, Your Salespeople May Want More KPIs

    Tracking Key Performance Indicators (KPIs) can be a salesperson’s worst nightmare. Why should they have to meet arbitrary goals as long as they’re making the sales you hired them to make? This is especially painful when the KPIs don’t seem connected to outcomes.

    by George Brontén

    Are Your Salespeople Selling or “Playing Sales?”

    In the world of complex sales, people generally take themselves very seriously. Sure, there’s fun and laughter in the workplace, but when it comes down to it, business professionals like to think of themselves as results-driven, real-world achievers.

    by George Brontén

    3 Ways Data Visualization Can Improve Sales Analysis

    Data visualization is a powerful tool for sales leaders and professionals to improve analysis and decision-making. From prospecting more effectively to understanding your pipeline and seeing where your greatest account opportunities lie, the ability to take bare numbers and make them visual can make the difference between stagnant results and continually improving performance.

    by George Brontén

    How to Execute Your Sales Strategy Effectively Using Win/Loss Analysis (Part 3/3)

    Over the past two weeks on this blog, I have laid out a simple framework for using win/loss analysis to massively improve your sales effectiveness, including how to collect the right data and how to supercharge your sales strategy.

    by George Brontén

    How to Supercharge Your Sales Strategy with Effective Win/Loss Analysis (2/3)

    Your win/loss analysis can be a secret weapon for improving every aspect of your business. From sales strategy to individual sales skills, this three-part series gives you the framework for improving the way your sales system performs each year, using your win/loss analysis.

    by George Brontén

    Predictable Revenue And Wild Assed Guessing

    Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. It’s important to us, perhaps to forecast commission earnings and when we might buy that new car or go on the big vacation.

    by Dave Brock
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