Tag: sales metrics

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by Julie Dunn March 2, 2017

4 kinds of sales metrics every sales manager should track [Infographic]

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

by Julie Dunn December 16, 2016

10 groundbreaking ideas for sales management

306 sales management metrics. That’s the number of data points “Cracking the Sales Management Code” authors Jason Jordan and Michelle Vazzana studied when they partnered with the Sales Education Foundation to survey its corporate constituents. The researchers asked sales leaders to provide the most important key performance indicators they used to drive performance in their

by Alaysia Brown December 12, 2016

How to choose sales metrics that matter [infographic]

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

by Julie Dunn December 7, 2016

How to evaluate your sales metrics

Driving revenue with sales metrics is an iterative process. Even if you define the right operating metrics, align your team around them and course-correct performance, your sales metrics need continuous evaluation. Perhaps new initiatives require a shift in your process. And even if your plan of action hasn’t changed, the market, economy or competitors can

by Julie Dunn December 2, 2016

How to set sales goals

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

by Julie Dunn November 2, 2016

How to make sales metrics increase sales productivity

This is part of our series covering the best of Dreamforce 2016. Click here to read more. Last month, hundreds of sales leaders packed into a crowded conference hall to hear these six experts talk about sales metrics at Dreamforce 2016: Derek Grant, VP of Sales, SalesLoft (@derekgrant) Janet Jansen, Director of High-Velocity Sales, Paycor (@janetpjansen)