January 1, 2009 by Dave Haynes

Dave, great dissection!
It continues to amaze me that every year a “new” measurement criteria is developed when it generally comes back around to the same methodology year after year.
Now if people would put the same amount of time and energy into developing solid sales strategies, I think we as an industry would be much further ahead.
Have not read the rest of the document but shall in the next couple of days.

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