InSights - What you didn't know you didn't know

Why Sales Technology Projections are so Critical

Sales groups tend to be early adopters of new technology.  In some cases, like email and the smartphone, it’s been the salespeople themselves who have embraced the new technology.  In other cases, like Sales Force Automation (SFA) and Customer Relationship Management (CRM), the impetus for new technology has come from sales management. (more…)

Leveraging the Techniques of Moneyball to put a great Sales Force on the Field

Many times sports analogies are too frequently used as points of reference in general business and particularly within sales. However, the movie Moneyball is an exceptional example of how sports can teach businesses a lesson or two about effective talent management. (more…)