Many owners believe that sales is the easiest group to measure in their entire organization. Top line revenue does accurately reflect the result of your sales team. The dilemma for an owner is that if sales are off from Q1 to Q2 that revenue metric only tells you where you are not WHAT you can [...]

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In Part 1 of this post, we looked at why sales people want product knowledge and the factors that make this such a complex decision.   In this post, we will discuss why making a firm decision about this can affect you as a sales leader. The first place to look is the recruiting and [...]

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Customer acquisition costs take into account all the costs associated with persuading a consumer to buy your product or service, including research, marketing, and advertising costs. It is part of a business metric often referred to as customer valuation. Customer valuation basically tells a marketing and/or sales manager what level of resource to expend in [...]

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