Have you looked at your sales metrics lately? What types of metrics are you tracking? More than likely, they include measurements like profit, revenue growth, customer retention or market share. Those result metrics are important, because they communicate how the company is performing overall. But research shows that you can’t directly manage result metrics because...Read More
You’ve probably seen some variation of the statistic below, but it’s still worth sharing: Every day, 2.5 quintillion bytes of data are created. That number is unfathomable, but it’s great news for sales leaders. That data includes valuable activity data, lead information and pipeline statistics that can be used to improve your sales process. But...Read More
The end of a quarter is a hard time to be a sales leader. You’re stressed about getting in those last vital deals for this quarter. Your CEO needs next quarter’s sales forecast. Your reps want to take off time for the holidays. And to top it all off, you need a new sales strategy to achieve...Read More
How often should you review your sales metrics? Good question. We work with a lot of sales leaders, but the most successful ones tell us they review sales metrics daily. It makes sense. Sales metrics help you understand what your salespeople do each day. I’m not talking about lagging indicators like revenue or market share....Read More
The most important part of choosing sales metrics is to just start somewhere. You don’t need to get it right the first time. Take a scientific approach, and test out different metrics until you find the right fit. A great best practice is to focus on three leading indicators and one lagging indicator as your...Read More
Everyone loves to tell you what to do with your sales metrics. It’s not always effective. Sales metrics must be very specific to their host organizations. There’s no guarantee that what works for one team will also work for another. It’s not all bad, though. There’s a lot of good research and data surrounding sales...Read More
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