How do we measure sales performance now?
As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance.
Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and invest heavily in building long-term, trust-based relationships with key decision makers. But in many instances, their success is still being measured using the old transaction-based sales metrics.
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