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Metrics, Reports and My Evolution into a Sales Leader
This post was written by Jason Coville, InsightSquared’s VP of Sales. Looking back on my career, as an individual contributor, my view of sales metrics was very limited to my own personal sales world....
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Choosing the Right KPIs for Sales
I’m a numbers guy. I majored in mathematics in college, spent several years at a management consulting firm, and even made it through a year at MIT. So when I heard this week about a sales team that...
View ArticleFeatured Sales Thought Leadership: Sales Metric of the Year
As part of our effort to feature thought leadership from various online sources, we are looking to showcase other blogs and introduce our readers to best ideas in the sales industry. If you’d like to...
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Hitting the Sales Metrics Target but Missing the Goal
Imagine you’re the manager of an inside sales team and, with the end of March approaching, it’s time to strategize for the next quarter. Your CEO just handed down an ambitious goal of $1.2M for the...
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Using Sales Metrics to Improve our Basketball Game
It turns out that even though InsightSquared is #1 for Salesforce Analytics, we’re about #44 (of 44) for basketball-athleticism, as we learned last night at the annual Raise the Rim tournament to...
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Why LESS is More When Sales Wants Leads
Your sales team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does...
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Using Sales Analytics to Improve the Productivity of Your Reps
As a sales manager, you are responsible for coaching and improving the productivity and performances of your sales reps. Using sales analytics with your sales reps not only allows you to quantifiably...
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Mike Brooks – Mr. Inside Sales
There is no question that inside sales is here, and here to stay. With the inevitable evolution of the sales landscape toward inside sales, we thought now would be a good time to talk to Mr. Inside...
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The A-B-C’s of Sales Analytics and Marketing Metrics
For relative newcomers to sales analytics and marketing metrics, the whole endeavor might seem overwhelming. That first deep dive into your data might leave you gasping for air, as you try to make...
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13 Motivational Quotes from Mike Volpe
HubSpot is one of the biggest names in the marketing industry today, and much of this tremendous growth can be attributed to Mike Volpe, its Chief Marketing Officer and one of the company’s first...
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Getting your Team to Write its Own Sales Performance Review
As the year draws to a close, one of the many ducks you need to get in a row is your sales team’s performance review or appraisal. As a sales manager, you should have an accurate finger on the pulse of...
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CEOs: 5 Signs it’s Time to Sack your Sales Manager
You know a great sales manager when you see one. He or she is driven and energetic… well-respected throughout your company… and consistently delivers exceptional results. Bad sales managers, on the...
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The 3 Sales Metrics your CEO Must See Each Week
As a Sales VP, you are responsible for regularly informing your CEO on the key sales metrics they need to stay on top of the current pipeline and plan for upcoming revenue growth. Transparency is good...
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5 Killer Sales Metrics in Just 5 Clicks
Sales VPs are busy. We get it. Even if they are data-driven and operate with an analytical bent, there isn’t always time to study the key sales metrics they need to optimize their sales processes....
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Had a GREAT 2013 in Sales? Show Everyone!
Let’s face it: you KILLED your 2013. Under your stewardship as a Sales VP, your sales team performed like gangbusters, generating opportunities and closing deals left and right. Your new sales coaching...
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3 Ways to Motivate your Reps and DOMINATE 2014!
Just because you had an awesome 2013 – and was able to demonstrate your success with the right sales metrics – doesn’t mean that 2014 will play out in a similar fashion. You can’t rest on your laurels...
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The Sales Metrics that Matter for your SLA
You know how critical it is to have sales and marketing alignment at your company, you’re aware that to achieve that alignment you must have a formal and clear service-level agreement (SLA) in place,...
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Your Sales Team is Unique: How to Pick the Right Sales Metrics
There’s an old saying that if you can’t measure something, you can’t manage it – and this is especially true for Inside Sales. If you want to get better results from your Sales team – and who doesn’t?...
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What is the Best Time for Cold Calls?
Our in-house analysis of thousands of calls says that the ideal time for prospectors to make calls is between 10am and 4pm on Tuesday. What does this mean for your team? If you’re like most high-growth...
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3 Metrics That Put Marketers’ Minds at Ease
We have a national crisis on our hands: marketers everywhere are losing sleep. They are being kept up at night by a variety of marketing concerns, according to a 2013 survey by Adobe. Three of the...
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