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Field Adoption

Field Adoption

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The Strategic Importance of Predictive Metrics

The Strategic Importance of Predictive Metrics

What are Predictive Metrics? Predictive Metrics are a special class of sales metric.  They are critically important because: They pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected. They are...
Leading Vs. Laggard Sales Performance Metrics

Leading Vs. Laggard Sales Performance Metrics

Laggard Metrics  Many sales organizations manage only to “laggard” performance metrics, such as quota achievement. And yes, we all know and agree that quota achievement is very important. However, in terms of improving a sales professional’s performance, it is a...