Do You Have a Sales Scorecard?

In sales, performance metrics are about keeping score as the game is on. Imagine a sport like baseball or football, and the importance of the scoreboard. A good sales scorecard provides a readout of all the key activity- and results-based metrics required to achieve predictable and sustainable success, both on an individual and team roll-up […]

Compensating Your Crew

There is a great adage in sales: “What gets rewarded gets done.” Many worthy books and articles have been written on the subject. In the interest of brevity, the following is what I have gleaned through my years in sales. Here are fifteen best practices when it comes to reviewing an organization’s sales plan. Review […]