As a data-driven modern sales leader, you already understand the benefits of sales KPIs: They provide you with an objective way to measure and coach around every step of the sales process; improve decision-making for sales reps on where they spend time; and help you maintain pacing toward revenue targets. But sometimes, defining KPIs can...Read More
Sales KPIs are not just for inside sales teams. That’s because, as Activity Based Selling tells us, winning a sale is the outcome of a cascading chain of controllable activities. Whether your sales cycle is long or short, simple or complex, small business or enterprise: there’s still a set of specific activities that have to...Read More
It seems like every few years, there’s a new buzzword in sales. From cold calling 2.0 to social selling, sales acceleration to account-based marketing, there’s always a term that makes a splash. And rightly so, as the organizations that adopt the principals early reap the rewards. Right now, it’s sales enablement. You’ve probably heard of...Read More
Every role in sales is a different job. Yes, seems obvious. The end goal – bring in revenue – is the same. But the difference between the key performance indicators (KPIs) for sales, sales development and account management teams is distinctive. And you need to have different key performance indicators (KPIs) for each of those...Read More
In the world of data-driven sales teams, calculating the right numbers for your sales KPIs can be a daunting process. Not only do you have to isolate the leading indicators in your sales process, but you have to figure out exactly how much of each KPI you need to hit your sales quota. Maybe you’ve...Read More
By this point, you know what a sales KPI is. (Still not sure? Go read this article right now). Understanding sales KPIs is the easy part. The hard part is effectively putting them into action to increase sales performance on your team. That’s why three experts sat down with us during our Modern Sales Leader...Read More
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