Why Sales Efficiency in Wholesale Does Not Begin with Activity
Everyone is busy. And yet dissatisfied. In many B2B wholesale organizations, everything looks fine at first glance. Visit reports are neatly documented, call quotas are fulfilled, offers are written, CRM dashboards glow in reassuring shades…
How to Set More-Realistic Sales Targets using Historical Data
How to set more-realistic sales targets using historical data and Predictive Analytics. To replace the legendary Jack Welch as CEO, the General Electric (GE) Board had selected Jeffrey Immelt in November 2000. As he took the reins, Immelt set an…
How to measure sales success correctly
That is a topic that is on the table repeatedly in almost every company and every sales organization and often leads to considerable disputes. It is also a topic that can frequently lead to the demotivation or churn of sales staff.
Key Metrics for Successful B2B Sales Teams in Digital Times – Five Unmissable Tips with Examples
Sales productivity metrics and key performance indicators for B2B Sales teams. Managing a sales team in B2B (Business-to-Business) is a challenging job. The endless list of task and responsibilities sales managers are getting nowadays makes it…