CSO Insights

CSO Insights Blog Posts

CSO Blog Posts for March 2010

Sales Relationship Process Matrix - Part I

Wednesday, March 24, 2010

My previous blog talked about Metrics that Matter and the good that derives from sales organizations with access to timely/accurate metrics. However, I ended with the observation that these metrics must be based upon an adopted (i.e., agreed upon and implemented) sales process.

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Metrics That Matter

Sunday, March 14, 2010

I recently participated in a webinar addressing the question: Does Access to Timely/Accurate Metrics Make a Difference in Performance? The short answer: you betcha!

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Start-Ups and Other Adventures

Tuesday, March 2, 2010

Last week I had the good pleasure to co-present to a group of start-up CSOs, CMOs and CEOs. I presented data from our 2010 Sales Performance Optimization study comparing Start-Ups metrics with companies identified as Dominant players in their markets. What was surprising were the many metrics where there were not significant distinctions between Start-Ups and Dominants

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