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Sales Performance Improvement Articles

Being a Growth Leader Is Important

The business leaders that are most successful at driving growth are those that embrace continual improvement across all aspects of their company, ensuring initiatives are delivered in measurable timeframes. Growth leadership is challenging as much as it is rewarding. Growth

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man using sticky notes to work on sales quota setting for team members
Sales Performance Improvement Articles

Getting Sales Quota Setting Right

Setting Sales Quota and KPIs – measurements for growth Setting Sales Quota and KPIs can often be described as one-part numbers and one-part intuition. Often developed based on attempting to find a balance between last year’s revenue and the expected

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businessman with a sales problem
Sales Performance Improvement Articles

How to Diagnose a Sales Problem

Is there a sales problem? For many companies, the end of the financial year has arrived; the sales revenue results are final. Depending on the overall number delivered, some companies will be celebrating while others will be quietly frustrated (or

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Sales Performance Improvement Articles

Smart Metrics Lead to Growth

While there is a lot of conversation about strategy and tactics, growing a business requires more than just people skills. Importantly growth is about math and managing by the numbers to ensure people are applying their skills appropriately, particularly with

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Pitcher Player throwing a ball to hit sales targets
Sales Performance Improvement Articles

How to Hit Sales Targets in the Last Quarter

To hit sales targets in the last quarter when you are behind takes precise management working with analytics and a solid coaching methodology. The financial year is drawing to a close; is your sales revenue lagging behind the target? Do

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Sales Performance Improvement Articles

Why Sales Force Measurement is Rejected

Ever wondered why sales force measurement is met with resistance? Here is a great example of why the culture exists. For many years, sportspeople were seen as gifted talent, something that cannot be trained, measured, or improved. It was just

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