Do you ever run sales contests around calls? So do most of our customers. The most popular call contest we see is one that rewards participants for talk time, or the amount of time each team member spends on the phone. Other popular ideas include rewarding participants for the number of calls made each day...Read More
Introducing a KPI-driven approach to your sales team has immediate and lasting effects on performance. We’re talking short term and long term. However, the unforeseen effect is the spark of a transformative culture change. And we’re talking about the positive kind of culture change. But you already know that. If you’re a little uncertain, read...Read More
Last week, I wrote “What Is a Sales KPI? (You May Have It Wrong),” which explored the purpose of a Key Performance Indicator in a sales organization and how you may have been approaching it all wrong. Sound familiar? Sales leaders are often faced with a predicament: “Which KPIs do I want my team focused on that...Read More
March 4, 2013. That’s when my fascination with work culture began, because that’s when I first experienced the type of culture that makes you thankful to come to work each morning. It’s when I joined LevelEleven. Ever since, I’ve read and chatted and written about culture, simply in efforts to understand how companies can take...Read More
In our last post, we talked about the importance of discussing sales KPIs with your team. Today we’ll share tips for acting on that advice. These tips serve as especially useful just before you finalize any new set of sales KPIs, such as you would at the beginning of a new quarter or year. If you won’t...Read More
When it comes to defining sales KPIs, you have a few options: You can sit in your office, choose your main KPIs and announce those metrics to the team, or you can get your salespeople involved in KPI decisions. Go with #2. Yes, it takes extra time, which is why many sales leaders find easy validation...Read More
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