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Managing to Activity Metrics

A story about correlation and causation Have you heard the claims people make about their successes? Things like, increased the budget by “x” dollars? Or, increased sales by “x” percent? Always examine these claims critically. This is true specially in the context of sales leaders managing to activity metrics. Consider the following story. During a […]

05-30-21

The #1 Mistake Sales Leaders Make In The Big Data Era

The mistake sales ops leaders make with data The big data revolution is accelerated by advances in technology and and the data driven decision making focus in business schools. These changes have quickly altered the profile of sales leaders. More often than not, we see today’s sales ops leaders are involved in the C-suite and […]

05-17-21

Sales managers and meaningful feedback

Good Intentions Destroy Value “I know my salespeople.” On the surface this simple four word sentence sounds pretty innocuous, doesn’t it? It certainly doesn’t sound like something that should cause alarm.  Think about sales managers and meaningful feedback they need to provide their reps. The phrase “I know my salespeople” lies at the heart of […]

05-07-21

When is AI More Artificial than Intelligent?

A Reliance On Buzzwords Makes AI More Artificial than Intelligent and Does Our Customers A Disservice For me, the lightning-fast pace at which AI technologies are evolving is energizing. I am proud to be a part of a company that is making a difference for our users. However, my job is so much more difficult […]

04-28-21