Running any business effectively requires good decision-making ground in good management information. This is especially true when measuring the performance of your sales organization. Surprisingly, many companies
still don’t take the time to understand what Sales Enterprise Performance Dashboard (EPDs) they should
track and how often. They end up relying on a few simple metrics such a pipeline size, number of sales calls, or sales cycle time to manage their business and then become surprised and alarmed as their sale year progresses and they fall behind on their sales quota.