Not long ago, when we were putting together our eBook The Complete Guide to Inside Sales Analytics, I reached out to several sales experts and asked them what they thought the most underrated sales metric was. One of the sales leaders I spoke with was Doug Landis, VP of Sales Productivity over at Box. He mentioned that not nearly enough sales […]
Assuming that sales quotas are based on viable forecasting data, they can be an excellent way to motivate reps to always perform at their best. However, according to a CSO Insights Study, less than two-thirds of sales reps met quota in 2012. What’s more, less than 57% of companies hit their revenue targets. Houston, we […]