Keeping the Human Element in AI for Sales

Why do we accept 60% quota attainment? It seems every day I see another news story read or an article discussing the fact that somewhere between 40% and 50% of B2B sales reps in the US fail to attain their quota numbers. Why is that? There is a plethora of tools and applications available to […]

The Board’s Role in Sales Oversight

Think back to the last board meeting you attended that addressed sales. The directors likely looked at the sales numbers, compared them to plan, and probably noticed some room for improvement.   But for board members of early-stage or high-growth companies, a higher-intensity focus on sales is necessary since these organizations may not have the […]

What the Board Thinks of Your Sales Numbers

A few days ago, I had a conversation with a member of our Board.  As a Director who sits on several high tech start up boards, she has attended more than her share of Board reviews. Her comments could be summarized in saying that Sales Leaders who are not making their numbers all say the […]

The Problem with Sales Performance Programs

Whether you’re a numbers person or not, advances in technology and data management are continuously creating new opportunities for transforming and improving an organization’s sales effectiveness. To understand how sales managers can improve their teams’ sales performance, we spoke with Mike Kunkle, founder of Transforming Sales Results, LLC and Vice President of Sales Enablement Services for the […]

Cien Launches New Hidden Revenue Assessment

Dallas, TX, November 20th, 2019 – Cien Inc., a leading provider of AI-powered sales performance solutions, today announced the launch of its new Hidden Revenue Assessment.   Cien’s Hidden Revenue Assessment applies over 100+ AI models to a company’s CRM data to reveal the factors that are preventing their teams from achieving their sales quotas. […]