It doesn’t matter if you are a Formula 1 engineer, an Olympic sprinter, or a sales manager; everyone is striving for efficiency.  More efficient race cars are lighter and require less fuel, more efficient sprinters can run faster with less effort, and more efficient sales teams can close more and higher-value deals with fewer resources.  […]

Artificial intelligence (AI) is all around us.  If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. More companies are leveraging AI to analyze data and uncover new insights. But they’re not […]

Tracking sales performance is the only way to know how well you and your team are doing. But the thing is, simply asking, “how much did we sell this month?” isn’t enough. Many aspects influence revenue growth – average sales cycle length, churn rate, and customer acquisition cost, to name just a few. So, to […]

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns […]

Sales forecasting is a crucial activity for high-performing sales teams. It helps them create concrete action plans to close more deals in any given quarter. The problem is there doesn’t seem to be a whole lot of consensus on how to actually do a sales forecast. Teams of all sizes use a bunch of different methods, making […]

If you’ve worked more than one month in sales, you know that the new quarter starts the minute after the last one ends. And most sales teams consistently measure throughout the quarter how their performance is tracking to their goals. We call this process sales forecasting. Sales forecasting is critical for setting revenue and sales […]