What if a salesperson could crush their quota but still be underperforming? When sales organizations are focused on the long-term, sales leaders track KPIs beyond new business. They look at the big ...

This year’s spring training is far behind us. For the salespeople and baseball fans among us, we find ourselves once again inspired by the lessons and inspiration offered throughout the history of ...

Opinions expressed by Entrepreneur contributors are their own. As an entrepreneur, you measure a lot of things in your business. In fact, you probably obsess over revenue growth, cash flow, customer ...

I’ve had several clients experience major ownership changes in the past year: a merger of like-sized companies, a full acquisition and partial ownership changes with private equity investment. In any ...

Companies today can keep tabs on almost any sales activity they want. Some sales metrics have been used for decades; others are very new and very precise in what they measure. But as customer and ...

"How can I increase my sales?" This is perhaps the most common question entrepreneurs and business owners ask. I typically respond by asking about their sales metrics. For example, their average ...

Running a B2B business is challenging when your clients are few and your competition is plenty. Only the best are able to achieve those coveted high conversion rates—convincing other companies to make ...

In this introductory article and in a series of follow-on articles, we will explore the idea that organizations can gain much more than mere lead generation by instituting a closed loop ...

Every salesperson wants a healthy pipeline, but many don't have a reliable way to take its temperature. Beyond just "healthy" or "dry," what do you need to look at to truly gauge the health of a sales ...

As an entrepreneur, you measure a lot of things in your business. In fact, you probably obsess over revenue growth, cash flow, customer satisfaction and dozens of other performance metrics that define ...