Forrester Goal Incentives Metrics 
Harvard Business Review
NOVEMBER 8, 2016
Sales reps, according to Forrester , tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.
Harvard Business Review
MARCH 3, 2015
Consider: The most common metrics for evaluating social media are likes, tweets, reviews, and click-through-rates (CTRs) for online ads — not cause-and-effect links between the medium and market results. With new media, therefore, great expectations are common and missing the goal is understandable: it takes practice and learning.
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