If you are reading this section of our Sales Performance Methodology, we can assume that you have planned, executed, and seen results from Phases I and II. If not, you can find the previous chapters here: Ch. 1...More About "SPM Ch. 6: A Culture of Continuous Sales Performance Improvement"
The art of selling has shifted dramatically with time and technology. Half a century ago – and really until after the year 2000 – selling was held as an “art” or natural ability, and good salesp...More About "SPM Ch. 1: The Problem with Sales Performance Data"
Sales managers often feel that they lack valuable information on the call effectiveness of their sales and marketing efforts. However, there is not a lack of data, but rather too much data that is neither tar...More About "SPM Ch. 2: Limited Visibility into Sales Performance Data"