Sales volume is the quantity of merchandise or services a company sells over a specific period of time. Flexible budgets are developed using actual sales revenue figures and actual operating expense ...

There has always been a lot of discussion about which is the best approach to managing sales people, activity based management or results based management. For the record, I'm 100% in the results ...

Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent that there are a number of critical activities that need to be mastered ...

If your new sales development rep never gets any meetings with their cold calls, you can tell that there’s something wrong with their technique. If an email sequence goes months without replies and ...

Opinions expressed by Entrepreneur contributors are their own. As a sales leader, how do you manage the performance of your sales reps? Do you focus on pipeline or activity? Of course a rep’s pipeline ...

A few weeks, ago, my post on The Most Used – Useless Metric In Sales created an avalanche of comments and emails. Many of you commented on a variety of “useless metrics” you have experienced. One of ...

Marriott Vacations rallied 40% over the past year, driven by robust VOI sales and resilient recurring revenue streams. Q2 results exceeded expectations, with adjusted EBITDA up 6% and contract sales ...

Years ago I walked into my office after a successful call. It was a small office. Everyone could see and hear each other. It was, intimate. My boss asked, "How did it go? We've wanted to do business ...