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)...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
Counting activities as sales metrics can seem like micromanagement. Tracking conversations, meetings and proposals used to be invasive, let alone tedious. But as Jason Jordan and Michelle Vazzana argue in “Cracking The Sales Management Code,” those are leftover sentiments from a time before ubiquitous information technology. Modern sales teams are empowered with activity-based selling. They...Read More
If you’ve been a reader of LevelEleven’s blog for a while now, I don’t need to convince you of the importance of measuring your sales metrics. However, in this new account based sales development (ABSD) movement, the metrics have slightly shifted. If you continue to track the traditional lead-based metrics when you’re executing ABSD, you...Read More
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