by Bob Junke | Oct 3, 2019 | Blog
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...
by Bob Junke | Feb 6, 2019 | Blog
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...
by Bob Junke | Sep 13, 2017 | Blog
Last week we came to grips with some statistics on “below the power line” opportunities – and how salespeople could be wasting a much as 40% of their selling time chasing down the wrong leads. Now, let’s look at a step-by-step approach to achieving a...
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