I recently had a chance to speak with Jason Jordan, Co-Author of "Cracking the Sales Management Code," and Partner of Vantage Point Performance. Anyone interested in the state of sales metrics and ...

What if a salesperson could crush their quota but still be underperforming? When sales organizations are focused on the long-term, sales leaders track KPIs beyond new business. They look at the big ...

When it comes to evaluating your sales and marketing processes, there are a handful of metrics that can sum up the entirety of your performance. These deal with either total top-line revenue or the ...

Earlier this month at Dreamforce, salesforce.com announced their new Analytics Cloud. With the Salesforce Analytics Cloud, you can pull up information about business performance on your cell phone, ...

I recently conducted a simple, one-question survey, using sales pros as my target audience. The question was idiotically simple: What is the most important metric for people in sales? In this era of ...

Tracking your sales metrics can do a lot to improve your efforts. A vigilant watch on the sales metrics facilitates evaluating and forecasting performance of the sales team. Consistent and accurate ...

Opinions expressed by Entrepreneur contributors are their own. As an entrepreneur, you measure a lot of things in your business. In fact, you probably obsess over revenue growth, cash flow, customer ...

The best sales leaders use metrics and measures to their advantage in coaching, decision making, and strategy. As I previously highlighted, one of the powerful characteristics of sales leaders is that ...

This year’s spring training is far behind us. For the salespeople and baseball fans among us, we find ourselves once again inspired by the lessons and inspiration offered throughout the history of ...

Opinions expressed by Entrepreneur contributors are their own. “How can I increase my sales?” This is perhaps the most common question entrepreneurs and business owners ask. I typically respond by ...

Although the sales performance metric is one of the most important revenue per rep metrics, it isn’t the only one sales managers should be focusing on. Too often, managers focus primarily on the quota ...

Running a B2B business is challenging when your clients are few and your competition is plenty. Only the best are able to achieve those coveted high conversion rates—convincing other companies to make ...