December 8, 2014

Many organizations look to their CRM tools to measure and monitor pipeline coverage; they set arbitrary measures like 3x (3 times) or 5x coverage to expected targets - in other words, if an organisation has a requirement to sell $100 of something they want $300 or $500...

December 3, 2014

This is an interesting question.  If you want growth, either in a particular area, product line or service, or just in general, then it’s up to your sales people to meet their stretch targets, right?  Well maybe, if you have done all your due diligence, understand the...

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Why driving to a theoretical coverage factor is a flawed Sales model….

December 8, 2014

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