Category: Performance

Performance Management Friday --- Win/Loss Analysis
Posted on January, 2012

Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]

There is an interesting discussion on Focus on transforming sales organizations … [Read more...]

Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]

Companies spend billions of dollars each year in training people on sales and … [Read more...]

It's the end of the year. The New Year often represent a time for a fresh … [Read more...]

December 27, 2011 by David Brock 2 Comments

As sales people, we work with customers every day. We see them, we're in their … [Read more...]

December 23, 2011 by David Brock 2 Comments

I've been writing this series of posts on metrics, and how sales people and … [Read more...]

I'm writing this with some trepidation, I worry that my message will be … [Read more...]

December 15, 2011 by David Brock 3 Comments

As we finish the year and get ready for next year, it's time to look at our … [Read more...]

December 12, 2011 by David Brock 4 Comments

Lauren Harper posed an interesting question at Focus.com: "As a sales rep, how … [Read more...]