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- Rick Lafond
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Are Fields Sales Feeling a Squeeze?
by Dave Egloff | October 9, 2019
Whether it be a matter of sales strategy or perhaps sales force design, many sales leaders are exploring future investments in key account programs or inside sales functions. Some are...
Managing the Cost of Sales
by Dave Egloff | September 26, 2019
Last week, Gartner hosted their annual CSO & Sales Leader Conference in Las Vegas. In my experience, it was the most impressive gathering of Chief Sales Officers, sales operations leaders,...
Holistic Sales Performance Management
by Dave Egloff | September 11, 2019
Sales performance management can be simply defined as an ongoing engagement where seller activities and results are assessed and improved.
Sales leaders typically leverage sales performance data to inform compensation...
Don't Confuse Win Rate and Pipeline Conversion Rate
by Steve Rietberg | August 29, 2019
Two common measures for sales effectiveness are win rate and pipeline conversion rate. Many confuse or conflate these concepts. "Win rate" has become a generic term used when managers or...
Use High Water Mark Compensation Plans to Reward Sellers on Recurring Revenue
by Dave Egloff | August 26, 2019
Recurring revenue presents a challenge when used to measure seller performance. Unlike new business metrics, which more easily allows a sales leader to monetize seller influence, recurring revenue can paint...
Start Saving for Predictive Analytics
by Steve Rietberg | August 8, 2019
When I was young and fresh out of college, people urged me to start contributing to a retirement fund as soon as I could. They explained that since I had...
Sales transformation requires vision and execution
by Dave Egloff | August 6, 2019
There is a proverb that says, “Vision without action is a daydream; action without vision is a nightmare.” This is a great saying with broad appeal and application. Clearly, we...
Why Sales Capacity Matters
by Steve Rietberg | July 23, 2019
As a sales operations leader, you are under continual pressure to deliver better analytical insight. But your team's time is limited, and developing custom analyses can't interfere with supporting sellers....
Sales Compensation Redesign Pre-work
by Dave Egloff | July 15, 2019
It’s getting to that time of year where sales compensation design discussions are about to kickoff. For many stakeholders — including compensation plan designers, sales leaders, and senior executives —...
Set Sales Targets with Confidence
by Steve Rietberg | July 15, 2019
As a sales operations leader, determining sales targets is one of your most important responsibilities. When sales targets are set correctly, sellers carry challenging but attainable targets that drive them...
