What is Sales Capacity Planning?
When you manage a sales team, there are a lot of responsibilities you expect to tackle. Forecasting, coaching reps, negotiating deals, hiring and firing — those are all duties you know you’ll [...]
When you manage a sales team, there are a lot of responsibilities you expect to tackle. Forecasting, coaching reps, negotiating deals, hiring and firing — those are all duties you know you’ll [...]
In sports, coaches play a critical role in developing players’ skills. That’s why Celtics GM Danny Ainge brought coach Brad Stevens to Boston – to help young players make drastic [...]
Until recently, operational principles that revolutionized manufacturing and operations management were completely inapplicable to the world of sales. We had no way to quantify the work needed to [...]
In sales, the importance of quota attainment cannot be overstated. It is everything. It is the only thing that matters. It’s why reps stay late at the end of the month to hit their call quota. [...]
Business has been good. Bookings are up and you’ve been adding headcount like crazy, but your sales team has hit some growing pains. Leads are getting lost, there’s confusion about who is [...]
When I talk about “performance levers,” people often tilt their head to one side, like my dog does, and ask what I’m talking about. Yet, my work on performance levers has yielded some of the [...]
Growing up, the party-game “Telephone” was always popular in my elementary school. Teachers started the game by lining us up and whispering a phrase to the first student in line. The goal of the [...]
Gift-giving is a scary process. You spend your time and your money to find that special something that will make your Mom, or Dad, or girlfriend or whoever especially happy… Only to get a forced [...]
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