Many organizations are focusing on building metrics-driven sales environments today. And with so many types of key performance indicators (KPIs) out there for sales teams, everyone has their own playbook. Me, I’m a conversational kind of sales KPI guy. Let’s dive right in then, shall we? I believe there are two types of sales KPIs:...Read More
We’ve written much recently on the importance of setting the right sales metrics and KPIs for your sales team, so let’s say you’re ready to go. You want to take a handful of the most critical metrics and build them into the center of your sales culture. They’ll become the “vital signs” of your sales...Read More
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
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