I want you to imagine what would happen if every one of your salespeople reached 75% or even 85% of the quota? Would you make your number? How much more secure would you feel in your position? Wouldn't you be more optimistic?

People have been using psychometric testing in an attempt to increase recruitment success for many years. I am sure that we have all taken questionnaires by companies like Myers-Briggs and Predictive Index. Yet how successful are they at predicting a prospects success in a given role?

I recently watched Moneyball again. It’s an old movie, and the concept of making data-driven decisions is nothing new. What became apparent, however, is that most sales leaders are like the Scouts. They base their hiring decision on gut-feel, experience, and intuition.

Does customer churn creep up on you? It shouts "boo" from under the bed, and startles the life out of you. Well if not, it certainly should! There is nothing worse than putting large amounts of money and effort into customer acquisition, only to see that customer leave long before they reach their potential lifetime value.