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Performance matters. And in any endeavor where humans compete, scores will be kept. With paychecks and bonuses tied to performance, the sales team naturally attracts competitive people. When assessing your team, learning how to measure sales closing percentage reveals consistent closers — and those who need to step up their game. If you want to improve your team’s sales closing … [Read more...] about What Is Sales Closing Percentage, and How Do You Measure It?

I bet you can’t recall the last time you thought, “Oh, I know Code Builder can help me do that.” Think hard, because I bet the answer is never. Now contrast that with previous tools like the Developer Console and Workbench, and the answer is “I’m glad I had that.” I think we haven’t given Code Builder a chance. In fact, I dare say that after this post the five words that come … [Read more...] about Code Builder for Salesforce Admins

The hottest topic in service today is generative AI, especially in the contact center. 84% of IT leaders we surveyed in a recent study say generative AI will help their organization better serve customers, and every day I speak with service leaders who are excited about the potential for generative contact center AI. Yet, only 24% are actually using any form of contact center … [Read more...] about 4 Ways Your Contact Center Can Get Started With Generative AI

Your top rep closes a big deal after months of hard work. Pulling in big money for the company has them on cloud nine. But when the company’s revenue statement comes in, they’re surprised to see that the deal isn’t included in the bottom line. What gives? If you’re confused, don’t worry. Many sales professionals don’t realize that sales and revenue don’t always align. We’ll … [Read more...] about Revenue vs. Sales: Why the Difference Matters

Total target compensation is easy to understand on the surface, but all the complex factors and influences that impact this one metric can make your head spin. In this article, we’ll define total target compensation and explain how this metric reflects the philosophy and value of your incentive compensation management strategy. What you’ll learn: What is total target … [Read more...] about What Is Total Target Compensation – And What Factors Impact It?