Who's Blogging
- Jitendra Subramanyam
- Camden Jones
- Aparajita Mazumdar
- Jane Anne
- Marty Resnick
- Sally Witzky
- Mark Mcdonald
- John Wheeler
- Daniel Sanchezreina
- Debbie Wilson
- Bill Ray
- David Furlonger
- Christophe Uzureau
- Mark Atwood
- Clare Dietz
- Jack Mackinnon
- Andrew White
- Chris Ross
- Don Scheibenreif
- Steve Rietberg
- Avivah Litan
- Mike Wonham
- Dave Egloff
- Deacon Wan
- Augie Ray
- Hanns Koehler
- Marc Brown
- Noah Elkin
- Benjamin Bloom
- Claire Tassin
- Lydia Leong
- Hank Barnes
- Andrew Marder
- Rene Buest
- Laurel Erickson
- Olive Huang
- Christian Ruzich
- Derek Stubbs
- Merv Adrian
- Rick Lafond
- Vivek Swaminathan
- Anna Maria
- Donald Feinberg
- Adam Ronthal
- Tim Barlow
- Craig Roth
- Stephen White
- Andrew Lerner
- Tad Travis
- Lawrence Pingree
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 —...
Sales Productivity Improves Decision Making
by Dave Egloff | June 26, 2019
In my last blog post, I talked about the intricacies in calculating sales productivity in a complex sales environment. I ended that post with this statement, “Despite being nuanced, creating...
Complexity of Sales Productivity
by Dave Egloff | June 10, 2019
Seller productivity is a popular metric for many sales leaders. Simply stated, sales productivity can equal the revenue generated by the seller’s book of business. However, as sales organizations evolve...
Measuring Seller Performance – Absolutely or Relatively
by Dave Egloff | May 29, 2019
Sales leaders examine seller performance in distinct ways. Two common methods include using either an absolute or relative approach.
Absolute Sales Performance
Absolute sales performance is the simplest approach where...
The Evolution of Sales Operations
by Dave Egloff | April 28, 2019
The sales operations function is on a transformative journey. In working with many leaders, it’s clear that any sales operations organization can be plotted along a maturity continuum.
My colleague...
