Discover what a sales pipeline is, how to manage it, and ways to optimize your own pipeline.

In business, we talk A LOT about results; they’re how we measure success. KPIs measure performance against a wide range of metrics, and employees are rewarded based on the outcomes. Results are ...

Forbes contributors publish independent expert analyses and insights. I teach growth leaders how to grow revenues, profits and firm value. Sales productivity remains a never ending and elusive goal ...

Sales, inventory and operations planning (SIOP) is process used for monitoring and upgrading a company's operating plan. It pulls all departments together to ensure that potential problems can be ...

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Barry Trailer, Jim Dickie, and their company CSO Insights have been the leading sales research firm for 20 years; it’s all they do. CSO is the Chief Sales Officer, and that is who tunes in to anything ...

CRM has shaped the way companies manage their customers and processes, but offers little help in managing our salespeople. Let's face it -- even the best artillery in the world is worthless if ...

People do not just pick up the phone and say, ‘We want to buy a printing press,’” observes Eric Frank, whose job is selling printing presses. As senior VP of marketing and product management for ...

This is a rebound year for small businesses, filled with tough decisions about what to prioritize. Here’s why investing in sales management should be at the top of the list, and how to get it there.

Sales teams, under pressure to — pardon the cliché — do more with less as inflation strains the economy, are increasingly turning to AI-powered software in search of a competitive edge. Vendors like ...