KPI Revenue Sales Management 
Harvard Business Review
APRIL 8, 2015
The challenge for executives is, of course, to manage their conflicting goals, or so-called trade-offs. The most prevalent tension to resolve is between market share (or sales revenue) and margin. First: Market share is a dangerous key performance indicator (KPI). Individual objectives often are not aligned.
Harvard Business Review
JUNE 16, 2015
A confusion between efficiency and optimization plagues many sales efforts. If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. A common metric used by the C-Suite for evaluating sales is the expense-to-revenue ratio.
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