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. Tomorrow is happening now – like, now now! From forecasting to demand management, sales operations is moving from an enabler to a player, but the move must be intentional; it will not happen by coincidence. Here’s why. The business of… 

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…