Through my experience as owner of The Harris Consulting Group, I’ve come across businesses big and small across all industries, and one thing remains true: Every sales organization needs a sales approach driven by key performance indicators (KPIs). Sales KPIs are both money makers and career builders. Implementing a sales KPI strategy indicates maturing of...Read More
When a salesperson starts in their new gig, some of the main questions they ask themselves are, “How am I going to get trained so I can ramp as fast as possible?” and “How am I going to put myself in the best possible position to succeed?” New hires are going through a big life...Read More
Determining your sales team’s key performance indicators (KPIs) is just step one. Then comes the crucial part: Ensuring your team not only knows what those KPIs are, but how they’re performing around those indicators. And you need to ensure this as often as possible. We’re talking real-time visibility. Not quite convinced? Then you should know this: Real-time visibility...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
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
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