Gartner Blog Network

Posts from Date:   2019-5

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 objectively more is better.  Comparing two sellers, the better performer is the one that produces more revenue.  The key assumption is that both sellers had […]

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Coaching Sellers Effectively and Objectively

by Dave Egloff  |  May 13, 2019

There is an old proverb that is commonly used in the corporate world – “If you want to go fast, go alone.  If you want to go far, go together.” I believe there is a corollary to sales managers as they approach coaching – “If you want to close a deal, coach to the opportunity.  […]

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