KPI Sales Sales Management 
Harvard Business Review
JUNE 16, 2015
In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not available for accounts C, D, and so on. A confusion between efficiency and optimization plagues many sales efforts. All businesses face opportunity costs. Strategy and planning process.
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). But the confusion runs deeper than that.
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