In their book Lead and Disrupt: How to Solve the Innovator's Dilemma, Charles A. O'Reilly (Professor of Organizational Behavior at Stanford Graduate School of Business) and Michael Tushman present a number of case studies of "ambidextrous" managers running organizations built on "exploitation and...

CEOs at innovative tech businesses usually think about implementing a quota system as a method of building revenue. We think that the real value captured by implementing a sales quota system, regardless of whether or not revenue targets are ultimately attained, or not, is staff motivation to meet...

Too few sales opportunities leads to failure for most enterprise sales strategies. Where telemarketing is a key tool in sales strategy, two metrics must be kept at eye level and thoroughly managed to deliver success: Keep your eye on the daily number of: Conversations by telemarketer and Meetings...

Top sales people feed off of pools of prospects. These sales achievers successfully maintain these pools of prospects at a constant, optimized level. This feeding process is referred to, in common parlance, as a funnel. The premise is that the right feeding interval (the phenomenon of gravity pul...