Sales efficiency is a hot topic in the business world. Because of the recession, many companies are looking for ways to increase sales and reduce costs. Sales managers can achieve sales efficiency through several methods, including process improvement, technology...

According to Forbes, Sales reps spend 35% of their time selling, while the other 65% goes to everything else besides it. But if they aren’t selling, What else are they doing?  For companies with a standard sales process, their reps go through repetitive tasks such as...

Most businesses are obsessed with metrics. They want to know the conversion from cold emails, paid ads, and influencer outreach. However, the only conversion rate that matters is that of sales conversion. And this unit of measurement has little to do with open rates,...

There are several metrics to measure in sales, but none mirrors revenue, customer acquisition and retention like ARR. It also summarizes a company’s growth and serves as a key valuation parameter for investors seeking to measure a company’s financial health,...

For enterprise or SaaS businesses with a subscription-based pricing model, Annual contract value (ACV) is a standalone metric that measures the total revenue earned from a customer over 12 months. Measuring this KPI helps sales reps identify the customers to retain...

A sales rep once reported that the number of key performance indicators (KPIs) measured in the company he works for exceeds the number of employees. A bit funny, but we can’t ignore the growing frustrations with KPIs from customer-facing reps. And sometimes, we’re...