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Find the Right Metrics for Your Sales Team

Harvard Business Review

“What gets measured gets managed” is a longstanding business aphorism. But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything. The result is poor management of what matters. Deconstruct Your Sales Funnel.

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The Science of Building a Scalable Sales Team

Harvard Business Review

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. After 12 months, 500 interviews, and 20 hires, I hired a graduate student from MIT to run a regression analysis, correlating the interview scores to success in our sales funnel.