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“It ain’t what you don’t know that will
get you in trouble, it’s what you know for
sure that just ain’t so.”

Mark Twain

Sales Performance Scorecard Study Introduction

We gathered data and created the Sales Performance Scorecard (SPS) Matrix last year but were restricted from introducing it before its appearance in the Nov-Dec ’22 issue of the Harvard Business Review. In 2007 we introduced a model that displayed five levels of relationship against four levels of sales process. The SPS Matrix is an update and expansion of that earlier model. The update includes relabeling three of the five levels of relationship to reflect the sea change, some would say “power shift,” that has occurred between buyers and sellers in the B2B marketplace. The expansion relabels one level of sales process and introduces another to reflect the impact of artificial intelligence (AI) and machine learning (ML). Given this background, we are pleased and excited to introduce the 2023 SPS Matrix, related performance levels and analysis of this year’s data.

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