Ask 100 sales leaders whether they track win rate or close ratio, and you’ll probably get a pretty even mix.

Then ask those same 100 sales leaders to...

Some call it pipeline velocity. Others call it pipeline movement.

I like to keep it simple:

When you look at your pipeline, are things actually prog...

As we continue this series on leading KPIs, I hope you're starting to see that sales really is a framework.

And when one component of that framework ...

As we discussed in KPI Series #1 Leading vs Lagging KPI’s, there are leading KPIs that sometimes get missed or simply don’t get enough attention.

The...

Lagging vs Leading

The science and data behind sales has always interested me. How do you remove some of the guesswork from sales and create a proces...