Driving performance requires accurate and focused measures of performance.  This is especially the case for account development and lead generation teams.  I have recently been interviewing both XANT customers and non-customers (predominantly from the B2B High Tech/Services/Telecom industries) to identify the optimal metric to use when measuring the success of account development reps.  I found that…

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I’ll be the first to admit that on a literal, unbiased, hard-statistical mathematical-formula basis, sales is a numbers game. ((X number of calls x Y contact rate = Z prospects) x (A closing rate) = B # of closes)) x C dollar value per close = D Total $Dollars. Here’s the problem: the very sentiment…

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