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Apr 16, 2014
Commentary

The Real Value Of A Sales Rep

How can you measure the value of a sales rep? The most common metric is revenue. But relying on revenue to evaluate the success of a sales rep has a fatal flaw: you can’t count the dollars until after the work is done (or not done)....More
Apr 14, 2014
Commentary

Key Performance Indicators: Tracking the Right Vital Signs for Business Health

Ongoing measurement and analysis of the right key performance indicators (KPIs) is a critical way to gain an objective understanding of what’s happening in the business and how to improve performance. However, identifying the right KPIs for your organization may not be that straightforward. Here are some factors to consider....More
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