Tag Archives: Analytics

Are Your Sales Stages Effective?

It’s not often that a sales manager gets to design new sales pipeline stage definitions used by an organization.  It usually occurs in smaller organizations when a new sales leader is appointed and in larger organizations when a new sales … Continue reading

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CRM Adoption and Metrics, Chicken or Egg?

It is widely recognized that the next advancements in sales performance will be derived from better metrics leading to more timely coaching.  Many of the sales VPs I speak with acknowledge they need insightful funnel metrics to help run their … Continue reading

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What is Sales 2.0?

I was speaking with a Sales leader last week when he asked me, “How do you define Sales 2.0?”  At first I thought this was an easy question but as I formulated an answer (I try to do that before I … Continue reading

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Choosing Effective Sales Metrics

One of the more important seminars at a recent Sales 2.0 Conference in San Francisco involved a panel of Sales Operations experts slated to discuss the best sales metrics to track.  The question of which metrics should be used for your organization … Continue reading

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