Gartner Blog Network

Tag: 'sales-analytics' Blog Posts

from the Gartner Blog Network

Get More from Your Win-Loss Analysis

by Steve Rietberg  |  December 23, 2019

There are plenty of famous quotes that remind us that we learn more from our failures than our successes. I'm sure you've seen them: "We learn from failure, not from...

Read more »

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...

Read more »

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...

Read more »

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...

Read more »