We seem to be metric crazy. Every organization I meet has a whole alphabet soup … [Read more...]
Category: Performance
Category: Performance
It's Not About The Metrics! It's What You Do About Them!
Expecting Our People To Think For Themselves Posted on November, 2019
I've not been following my normal cadence of blog posts the past couple of … [Read more...]
Predictable Buying Posted on November, 2019
We spend lots of time and money trying to create predictable revenue, increasing … [Read more...]
Getting Things Done Posted on October, 2019
It seems our days are consumed with meetings. We have meetings to develop win … [Read more...]
When Is An Interruption Not An Interruption? Posted on October, 2019
Recently, I had an interesting email exchange with someone who clearly had bad … [Read more...]
Pipeline Quality And Integrity Posted on October, 2019
I must have done thousands of pipeline reviews over my career. Somewhat … [Read more...]
Why Do 95% Of Customers Buy The Last Day Of The Quarter? Posted on October, 2019
If I'm to believe the pipelines I spend lots of time reviewing, there is an odd … [Read more...]
What If We Kept "Target Close Date" Sacred? Posted on October, 2019
Just finished one of those "aha" conversations with a client. Thought I would … [Read more...]
"They Aren't Using CRM!!!" Posted on October, 2019
The first time a sales manager made this statement to me, in frustration, was … [Read more...]
The Pipeline Review Posted on October, 2019
I was meeting with a client, we were doing the first pipeline review as part of … [Read more...]
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