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 ...

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.

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 ...

No matter what the size, truly effective businesses use a systematic approach to all aspects of their operations--from receiving calls to accounting process to shipping products to the end user.

The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results using the intangible qualities of their sales ...

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 ...

Consulting firms provide a specialized service for a group of clients. Examples of industries and work functions that consultants may specialize in are strategic management, human resources, ...

The modern sales representative is looking to IT to gain more control and influence over customers. To that end, many sales reps regularly rely on customer relationship management (CRM) software to ...