Art & Science

of complex sales

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Size isn’t everything: why more revenue often flows from smaller pipelines

One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3x pipeline coverage in order to achieve their quota. Where this “golden number” came from, nobody seems to know, but it’s a fair bet that it dates back beyond the Neolithic.

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18 Eye-Opening Sales Effectiveness Statistics

I took the time to review some of the more stunning industry data from the past year. For instance, even as sales effectiveness continues to decline, 92.5% of firms raised their revenue targets for 2016. It remains to be seen how many of them achieved those targets, but if the trend of nine years holds, it’s unlikely to be an encouraging number.

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You need to know these win/loss analysis secrets

When I ask sales leaders about win/loss analysis, nearly everyone agrees that it is important. But when I ask them whether their company engages in them consistently and effectively, very few answer with a confident “yes.”

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Five Sales Performance Blind Spots Sales Leaders Apparently Don’t Even Know They Have

A 2015 CSO Insights study on Sales Enablement Optimization discovered that a broad spectrum of companies are investing in five key areas of sales enablement this year: Collaboration, tech-enabled training, content management, virtual coaching, and analytics.

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Move over big data… here comes small data

Although sales performance has been struggling for several years, in some ways sales organizations seem to be on the cusp of a renaissance, thanks to the availability of new predictive tools and automation that promise to re-energize sales by massively improving efficiency.

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Ten Keys to Achieving This Year’s Top Sales Priorities

The RAIN Group Center for Sales Research has released a sales performance study featuring interviews with 472 sales executives, and the results are illuminating. Among other things, the study asked participants, who represent companies with sales forces ranging from 10 to 5,000-plus sellers, to rank their priorities for 2016.

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The Wild West or 2016: 5 Ways to Figure Out if Your Sales Team is Behind The Curve

As I engage with sales organizations around the globe, I’m sometimes surprised how respectable companies lack a modern sales infrastructure and accept old (bad) habits, causing yearly losses in the millions.

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A closer look at your win/loss analytics

When the end of the year is just a few days away,what would you discover if you did a quantitative analysis of the data for every single deal that your sales people worked on during the year? What actions would you take to produce a different outcome as we turn the corner and begin anew?

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Luck or skill? Dissecting your sales results AT YEAR'S END

Sales is all about numbers. For valid reasons, it is a profession focused on tangible results, quota attainment, metrics and weighted pipelines. However, failing to look beyond what we can easily measure and report on won’t help us evolve. To understand what we do well, and what we need to change in order to improve, requires a better understanding of how we arrived at the end result.