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
Sales development teams have become a crucial transition point in the sales process. Acting as the gatekeepers between marketing leads and sales opportunities, your sales development reps (SDRs) influence much of what happens at the top of your funnel. But for such an important role, how do you know if your SDRs are performing successfully? Managers often...Read More
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