Whitepapers

Longer analyses of method and practice.

• Sales Forecasting Methods: Two Questions, Two Windows

  Sales forecasting methods start with two questions: what did a stretch that has run produce, and what does today's open pipeline lead you to expect?

• Sales Performance Management: Looking Back and Ahead

  Sales performance management with two views: what each sales rep has delivered and what their open pipeline can still cover. Four fields, four conversations.

• The Economics of a Funnel: a pipeline is tied-up capital

  A sales pipeline is tied-up capital: acquisition costs are spent, revenue arrives only at the close. Four quantities measure the time in between.

• Trust Boundary for AI on Salesforce Data: Two Paths

  Trust boundary at Funnel Economics: two components, two data paths. Four answers per path: which data, processed where, whose agreement, which control.