Sales Funnel and Sales Management

Find the Right Metrics for Your Sales Team

Harvard Business Review

AUGUST 22, 2017

Selling is a performance art, and “making the number” should be the goal of any sales organization, but a closed deal is an outcome and a lagging indicator; it can’t be used by the salesperson or sales manager to improve future outcomes. Deconstruct Your Sales Funnel.

Metrics

Metrics Sales Sales Sales Funnel

The Science of Building a Scalable Sales Team

Harvard Business Review

JULY 12, 2012

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.

Sales

Sales Sales Sales Funnel Scaling

OrgDev Digest

Find the Right Metrics for Your Sales Team

The Science of Building a Scalable Sales Team

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