Sales Forecasting to Headcount Planning 101
What’s this document about? This document is meant to be a basic introduction to the sales funnel. It will help you understand your...
KPI Series: Productivity
In this post, a method is introduced to calculate the productivity of the sales team. The purpose of this metric is to understand how...
Everlane: An Interesting Case of Radical Transparency
I came across Everlane a while ago when I was looking into fashion startups in San Francisco. I became interested in their business model...
Customer Retention Analysis Model
What is this study about? This is an illustration of a model that measures and analyzes the performance of a sales team with respect to...
The Compensation Formula
What’s this study about? This is a guideline to help you come up with a formula to estimate the compensation for your new hires or to...