Pete Furseth

Based on seeing Sales Pipelines of many shapes, we have created a Sales Pipeline “Health Check.” You can use it to help understand your Sales Pipeline and make sure you have the visibility into your business that you deserve. The 16 metrics outlined below should be evaluated weekly and compared through time to understand if your CRM quality is trending in the correct direction.

The technology we rely upon to pick our most efficient route home can also help us in our jobs. Specifically, this blog post focuses on how you can use this technology to optimize your sales resource planning.

Data sciences are applied to many industries, but there is a notable lack of adoption among sales organizations. Despite the fact that sales forecasting often tops sales leader’s list of challenges, these predictive analytics techniques have not taken hold.

The goal of an optimal sales resource plan is to achieve your revenue goals while minimizing your sales cost. The result is a plan that tells you how to grow your sales team at the minimum cost, or how much additional revenue to expect from your existing team.

Optimization is simply about finding the best way forward for your business. It is a tool you can use to increase revenue without additional investment, or decrease cost while still achieving your goals.

Very few companies realize that this annual process could be costing their company 4% – 5% of additional expense. For a mid-sized company, with $70M – $90M in revenue, this can amount to $2M over two years.

What are sales ramp rates? Why should I care about them? How do I use them? This article explores each of these questions.

Have you ever tried to figure out the true cost of turnover in your sales team? Consider these three hidden costs and tips to reduce them.