Sales Management: Core KPIs and Goals for a VP of Sales

There are several options for key performance objectives or core KPIs that a company sets for the sales leader.  The obvious KPI would be the actual Sales $ closed but there is more to the job.  The key areas of measurable responsibilities of a sales executive (or any operational executive for  Read More >

Revenue Growth: The Magic Sales Formula (from my “The Science of Sales” presentation at the Sales Summit)

Sales Management is a scientific process and you can use this formula to focus your team on the key factors that drive $ Sales.
A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” ( posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve Young, a  Read More >

Building Teams: How Coach & GM Bill Belichick Recruits Talent (Which Other Teams Under-Value)

Building “Winning Teams” is not about getting a bunch of stars to contribute their individual effort together – it’s much more about the collective and collaborative effort. This is how Belichick builds exceptional teams fairly consistently year after year. Here is the Synopsis: Belichick has a unique talent for seeing  Read More >

The Analytical Sales VP’s Essential List of Sales Analyses

I’ve written extensively on Data-Driven and Analytical Management of Sales (as well as Sales & Marketing). I also wrote few books ( on the Quant Sales Management methods. But in this article I decided to share actual lists of the most essential analyses and reports that I regularly use to  Read More >

Sales Management: Creating a Repeatable “Sales Process”

“If you can’t describe what you are doing as a process, you don’t know what you’re doing.”  – W. Edwards Deming To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework for the  Read More >