sales KPI’s

In baseball, the coaching staff gets a report from their advanced scouts and from that report the coaches create a game plan.  How to pitch to that hitter, how to get this hitter out, what to expect from this pitcher, what pitch he likes to throw when he’s ahead in the count, the strength and accuracy of the outfield arms, etc.

Some companies do some account planning for major accounts, but not nearly enough of this takes place.

What will happen to your business if you spend more time thinking about how to win, and less time focusing on your numbers?