Tuesday, February 14th, 2023

Quarterly forecasting or healthy pipeline?

Sales operations are having a golden era. Organizations that understand this will come out winners in the years to come. Right idea wrong time? Are sales leaders ready for what sales operations gurus can deliver? In my entrepreneurial business career, I have learnt the importance of timing – quite frequently making the right decisions at the wrong time. One example,… 

Tuesday, May 3rd, 2022

Measure behaviours as well as outcomes

Only 25% of sales organizations are directly measuring sales behaviours that drive sales success, claims ValueSelling Associates. “Our research findings mean that 75% of sales teams are driving down the interstate with their focus fixed on the rear-view mirror,” President and CEO, Julie Thomas tells the Journal. +

Thursday, March 21st, 2019

Why don’t goals work?

That’s a question many of us ask… 

Sunday, April 23rd, 2017

Setting sales targets – using not abusing them

In our previous article in this series, “The classic performance dilemma”, we presented a brief outline of the properties of effective sales performance measurement systems. In this follow-up article, we focus on a widespread practice in sales organisations: the use of sales targets or goals. We highlight the key issues associated with performance targets and offer guidelines to minimise their…