Category: Sales effectiveness

Sales Forecasting Reimagined: A New Approach to Forecasting

Too often sales forecasts are a simple projection from the sales pipeline together with some updates that were made in spreadsheets that were passed around the organization. Vortini has a ...

Performance Indicators: Lagging Vs. Leading Indicators

The previous blog discussed what key performance indicators (KPIs) are, but what are lagging and leading indicators—and what’s the difference? The difference between the two is what they individually indicate ...

What Are KPIs?

There are many types of KPIs, and all KPIs provide different value to separate members in an organization. But what is a Key Performance Indicator (KPI)? Klipfolio offers a succinct ...

Sales Metrics: What Are They and Why Do They Matter?

There’s been a lot of discussion about sales metrics, but what are sales metrics, and why are they important to a sales organization? Put simply, sales metrics are a collection ...

Four Ingredients for an Accurate Sales Forecast

In theory, forecasting should be quite simple. We have a pipeline of opportunities with close dates in the quarter we are forecasting. We have history to help us understand what ...