Until recently, there were 180 sales metrics being measured at United Parcel Service. That’s according to Carl Strenger. He spent more than three decades managing the enterprise-wide sales operations at UPS. Before he retired about a year ago, Carl served as the VP of Sales Operations and Compensation. Carl says that much of UPS’ success...Read More
[Unable to listen to the whole podcast right now? Check out the Modern Sales Soundcloud page to listen to it any time you want.] Activity-based sales KPIs are the window to the soul of your sales team. At least, that’s according to Versature VP of Sales Dwayne Mansfield. Dwayne told us that when he started...Read More
When it comes to defining key performance indicators for your sales team, it’s common to not know quite where to start. Sales teams across the globe are using sales KPIs to manage and motivate performance, but getting the most out of your sales KPIs means identifying the right metrics for each organization and role. (Not...Read More
Have you ever wondered if you actually measure the right key performance indicators (sales KPIs) for your team? As sales leaders, we want to manage our teams around the activities that ultimately lead to sales. The magic metrics. In “The Sales KPI Report,” we analyzed 1,500 sales activities used by more than 100 sales teams...Read More
So you’ve got all sorts of sales reports in your CRM system. They show you lead sources, proposals sent, deal size, close rate and so on. But there’s a problem: Looking at a sales report will tell you if you didn’t close enough deals this month, but it won’t tell you why. The data in...Read More
Of all the activities one could do to ensure the success of a sales organization, identifying, tracking and understanding how reps are performing is paramount. Although analytics and reporting is progressively becoming a central part of sales, increased access to data and sales metrics doesn’t always result in an increase in sales performance. It’s common for sales...Read More
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