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4 Metrics to Measure the Health of Your Sales Organization

With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue...

3 Reasons Why Sales Kickoff Is Dead

It’s that time of year, crunch time for the revenue operations team. I am sure you have said to yourself that next year planning will begin months earlier. Either way, we are now less than two months from January 2020....

In an Omnichannel World, Do Territories Even Matter?

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time...

How to Organize Your Sales Force to Generate More Revenue

Have you found that your revenue trends haven’t increased with your sales expense? Are you waiting for Sales Ops to provide you some analysis before you take action? Let me save you some time and let you know where you...

A Sales Enablement Tool for the CEO

CEOs with a “bet-the-company” new product launch cannot afford even the hint of failure. Most CEOs do the basics as part of launch planning; things like the following: Conduct market research to understand the problems of your customers Determine the product is...

Leading Indicators of Sales Performance You Can’t Afford Not To Track

The average lifespan of a Revenue Leader is less than two-years. Why? Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline...

How To Survive The Great January Sales Talent Exodus

Despite your best efforts, you will lose reps. When“A” playersdepart, it feels like a brutal gut punch. However, when combined with a parallel body blow — a major increase in next year’s revenue number from the CEO — the result...

What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in...

Is Poor Territory Design Undermining Your Sales Strategy?

It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office. As you lean back in your chair, proud of your team’s sales accomplishments the prior year,...

It’s Time to Start Thinking About 2019 Sales Compensation Design

It is approaching the end of September. Your sales organization has just missed plan for a third straight month. And based on current performance, your organization will narrowly miss its year-end revenue targets. You hope it’s only a narrow miss....
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