sales targets

  • How Targeting Improves Win Rates and Shortens Sales Cycles
    • January 19, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans?  How about targets?  A few small tweaks to your targets can have a huge impact on revenue!

    Targets

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  • Tighter Sales Metrics at New Year Leads to Improved Success
    • January 7, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    targeted opportunitiesIf you are like most executives, you start the new year asking for everyone’s goals, plans and forecasts.  Terrific start.  But then what?

    You’ll need to modify the pipeline requirements for each salesperson.  If the goals change, the requirements in

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