Selling is a numbers game, and all sales organizations keep track of certain sets of numbers. It is easy to obsess over the obvious numbers like monthly or quarterly revenue or close rates.

A business monitors key performance indicators (KPIs), such as the level of customer satisfaction, to gauge business performance. This data is often input into a computer application which will ...

Much has been written about the establishment and use of performance measurement systems. Ultimately, an effective performance measurement system should support informed decision making about the ...

Do you know the best way to manage performance? It’s a combination of the insights you get from looking back (your lagging indicators) along with those that are forward-looking (leading indicators).

I recently was asked by a global client in the mining industry for advice on the company’s plans to introduce a new variable compensation system for employees related to safety performance. The ...