I recently had a chance to speak with Jason Jordan, Co-Author of "Cracking the Sales Management Code," and Partner of Vantage Point Performance. Anyone interested in the state of sales metrics and ...

Note: Upon her indictment on federal money laundering charges and her arrest February 8, 2022, Inc. dismissed Heather Morgan as a contributing columnist. As is our practice, we do not unpublish ...

I recently wrote about three strategies for strengthening sales enablement in 2020. In the article, I covered the importance of agile practices, embracing change management principles and the need to ...

Every startup is unique and requires the consideration of different metrics to make decisions that will lead to growth. However, metrics like market size, opportunity, and sales and marketing metrics ...

I’ve had several clients experience major ownership changes in the past year: a merger of like-sized companies, a full acquisition and partial ownership changes with private equity investment. In any ...

Sales dashboards are analytic tools designed to allow your business to track, manage, and visualize valuable insights into how your team is performing during a given time period. There’s no point in ...

Running a B2B business is challenging when your clients are few and your competition is plenty. Only the best are able to achieve those coveted high conversion rates—convincing other companies to make ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. Measurement matters. But it matters most if you measure what truly matters. And when it ...

Marketers often celebrate a “successful” campaign when click-through rates soar and cost-per-click drops. But then comes the fundamental question: What’s the actual return on ad spend? Do we know the ...

This guide was reviewed by a Business News Daily editor to ensure it provides comprehensive and accurate information to aid your buying decision. Customer relationship management (CRM) software is an ...

Sales performance goals are measures used to incentivize salespeople and determine achievement-based compensation. While there are many types of goals – from units sold to gross margin – it can be ...

Buying unnecessary inventory costs your business money. Conversely, inadequate inventory can lose sales. Accountants and analysts have developed a number of metrics for judging how efficiently your ...