AMA: Iterable VP, Growth Sales, B2B2C Sales & LATAM, George Cerny on Sales KPIs

By far the most over-hyped KPI is total pipeline created. This is certainly a key metric to track week over week as a health check, but it provides little insight into wh...

To effectively define the metrics for which you should hold sales accountable, I look at a few things:Understand the "Sales Math" of the business across some core univers...

"You can't improve what you don't measure" - Peter Drucker. When starting out in a new market, there can be lots of uncertainty. This uncertainty is the starting point,...

Since nearly everything is quantified in sales, OKR's can sometimes come across as redundant and inconvenient to manage to the uninitiated.But OKR's are an amazing vehicl...