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 Predictive Sales is Transforming the KPIs You Must Be Measuring
A straightforward question: is your sales team using the same sales performance KPI they did five years ago? If your answer is yes, you better watch out, you might not be using the right KPIs. Of course, sales per quarter and sales quota…
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…