Category Archives: Metrics

Is It Time to Move to a New CRM?

Barely big enough for a family of 2

My wife and I have moved 11 times. This included relocating from Pittsburgh to Florida & back twice, from Florida to Raleigh & back once, and 5 more times to different cities.

The first time we moved from Pittsburgh to Florida, we needed an entire 18 wheel tractor trailer to transport our belongings – and it was just 2 of us!

For our most recent move from Raleigh back to Florida, we needed less than 1/3 of a tractor trailer to haul our stuff.

Between our first move and our last move (I really hope it’s our last move!), we learned a few practical lessons: Continue reading

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Meaningful Sales Metrics

Meaningful sales metrics will deliver an accurate assessment of how Sales is performing at any point in time and will identify what needs to be done to stay on track (or reverse course). They also provide a high-level perspective for the executive team, a mid-level perspective for the sales managers and a tactical perspective for the reps.

Poorly developed metrics deliver an inaccurate reflection of sales that results in misinformation, misdirection, and ill advised sales tactics.

This post will cover the lessons I’ve learned using both.

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