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The EM tells you whether you're "over-betting" on your opportunities or put simply - whether you're holding on to bad deals for longer than you really should.
It's the best proxy for overall sales efficiency and the easiest way to spot problems in Sales.
A multiplier >2.7 is a sure sign that your are spending time working the "wrong" deals.
The Endowment Multiplier by Heresy
The simplest way to assess the efficiency of your sales team
