Accounts Performance Management Sales Funnel 
Harvard Business Review
AUGUST 22, 2017
If salespeople are behind on a key indicator, for example, they and their managers can change behavior to increase the probability of success. Deconstruct Your Sales Funnel. In order to improve sales outcomes and clarify the relevant sales KPIs in your business, you need to deconstruct your sales funnel.
Harvard Business Review
DECEMBER 15, 2015
To avoid this, some companies establish a Strategic Deal Profile — guidelines and parameters that its sales force can use in conversations with actual customers — and make it part of selling behaviors through performance management practices. Following a strategic “Deal Profile.
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