Tag Archives: metrics

Not Selling the Whole Solution

The Situation A medical-equipment company with a good product was thriving in a growing market after years of increasing demand. The company was number one in the market, but its service revenues were down because its sales reps were selling only the equipment and initial training. The company’s service revenues were the most profitable aspect […]

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Critical Sales Performance Indicators or Metrics

The Situation A medium-sized technology training company business owner was getting ready to retire and hand over to the sons. The market was good. For the last two and a half years, the company had been cleaning everything up and repackaging itself to ensure that the exit strategy worked. Its growth and market positions were […]

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