EPM for Government Blog
To Help You Get Results
Tracking and displaying your company’s sales activities is an extremely powerful tool for achieving your revenue goals. In order to use your sales data more effectively, you first have to ensure that you and your team are measuring the right metrics. In other words, they need to be relevant to...
- Kelly Ferguson
A few years ago, Scott Harra and I were talking about organizational change management (OCM). I mentioned that OCM seemed like a “squishy discipline based on very little data”. Whereupon Scott passionately said, “Absolutely not true,” which definitely got my attention! Scott pointed me to an article he had written...
- Aaron Howard
I can easily say that, as a leader, I did not always employ the best change management practices. Well, or any change management practices for the early part of my career. For me, the answer to a problem was obvious. My team should see the obvious as well. So, I...
- Scott Harra
Managing Your Sales Funnel Game Sales success is all about managing your “sales funnel game.” As you know, sales are driven by the number of qualified leads and opportunities moving into the top of the funnel leading to more closed sales. Research shows that 60% of performance is driven by...
- Kelly Ferguson
Sometimes, when we are not sure which direction to go, it is reassuring to know that someone else has charted the course you need to take. This is especially true in the public sector where leaders are hesitant to try new methods as any missteps often become very public. For...
- Scott Harra
Not to date myself too terribly, when I first started working after college, our word processing was on a Wang terminal with a green screen. The letters and memos were printed out on a giant dot matrix printer on tri-color carbon paper. The white copy would go to the recipient,...
- Scott Harra