How to Use Baseball’s xBA Metric to Measure Your Sales Pipeline and Improve Your Sales Forecasts
Sales leaders are borrowing baseball’s expected batting average (xBA) to re‑engineer pipeline analytics. By mapping opportunities onto a three‑zone “sweet spot” framework—full criteria, partial criteria, and missing criteria—companies can calculate an expected win rate (xWR) that separates skill from luck. The approach replaces gut‑driven CRM probabilities with data‑driven scores, allowing reps to focus on high‑probability deals. Early adopters report tighter forecast variance and clearer coaching signals.
Worst to First: How Sales Teams and Salespeople Can Turn It Around
The article argues that sales teams can move from mediocre to top‑performing by replacing or empowering leadership. It draws a parallel to the Boston Red Sox’s 2012‑13 turnaround, crediting new manager John Farrell’s culture shift for a World Series win....
10 Questions Every CEO Must Answer to Increase Revenue Today
The article outlines ten hard‑hitting questions CEOs must answer to unlock revenue without adding headcount or new tech. It stresses fixing the sales organization’s foundation—optimal manager‑to‑rep ratios, clear leadership roles, and absolute performance standards—before chasing tactics. It also warns against...
8 Variables To Determine Your LinkedIn Posting Strategy
The article identifies eight variables that determine the optimal LinkedIn posting format—short post, long‑form text, carousel, or video. It highlights that LinkedIn’s algorithm now rewards dwell time, giving an edge to lengthy text and carousel slides, while vertical videos excel...
Why Only 27% of Salespeople Hear the Voice That Matters
Sales trainer Dave Kurlan reports that only 27% of salespeople effectively hear their prospect’s voice during calls. The study shows just 37% can stay in the moment and only 17% possess strong consultative‑selling competencies. Without these skills, discovery suffers, leading...
Vultures or the Trusted Name in Sales Training?
Kurlan Associates positions its Baseline Selling framework as the antidote to under‑performing sales methodologies like Sandler, Challenger, SPIN and Value Selling. The firm argues that these popular approaches excel at conversation tactics but neglect the broader, multi‑stage sales process. By...