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.
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.
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