Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield significant insight, but management sometimes lacks deeper knowledge into how specific metrics impact...Read more
Miller Heiman’s annual study of sales organizations measures what separates “World Class” sales organizations from others. In this Sales Management Association webcast, Miller Heiman’s Joe Galvin details 12 best practice initiatives that characterize World Class sales organizations’ operating priorities. Each initiative is examined from sales operations’ perspective, with emphasis on...Read more
According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet PC adoption. Though only 40% of salespeople are currently equipped with tablets, 70% of executives in sales organizations using tablets are already realizing ROI, and more than 90% of sales organizations plan to...Read more
Sales organizations competing in increasingly commoditized markets seek ways to elevate the sales conversation, sell higher in the organization, and participate earlier in the buying cycle. In short, they seek entirely new ways of engaging prospects. Similarly, buyers are looking for new ways to interact with partners. More than 230...Read more

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