Performance Management Sales Sales Funnel 
Harvard Business Review
AUGUST 22, 2017
“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. Wins are the most common metric used across sales roles and industries. Deconstruct Your Sales Funnel.
Harvard Business Review
DECEMBER 15, 2015
Either directly in meetings or implicitly in their compensation plans, they basically tell their sales forces to “Go forth and multiply!” ” In other words, the sales force gets better and better at striking deals that more customers value less and less. Creating the right sales processes and incentives.
Expert insights. Personalized for you.
14 
Let's personalize your content