By Tibor Shanto
People often have opinions or views that drive their approach and by extension the sales results. It therefore follows that if the underlying assumptions or beliefs are inaccurate than so will the resulting approach and related actions, which can undermine their success. This is one reason you want to measure and quantify things so you can base your actions on facts rather than just feel. Yes, I will acknowledge that there are some things you can’t measure and therefore have to rely on other inputs, but at the same time there are a whole bunch of things that you can measure but some choose not, or choose not to take the action, leaving them with no measure and no success.