Metrics Matter: How Sales Analytics Contribute to Mid­size Firms’ Performance

By Jim Dickie and Barry Tailer

Financial institutions that were “too big to fail” received massive bailout funds but firms “too 
small to matter” continue to be the engine that drives our economy—and its recovery. When
looking at these firms we ask two questions: Are these firms getting all the help they need to
succeed? And are they leveraging all the resources available to help them excel?