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sales metrics
•July 29, 2015

4 CRITICAL SALES METRICS FOR ONBOARDING GREEN HIRES

As a sales newbie, I understand that the struggle is real when it comes to figuring out where to spend energy throughout the day. When it comes down to it, salespeople are just juggling so much. As I got acclimated in my sales development role at LevelEleven, I wondered which sales activities — out of...
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•July 28, 2015

3 ANALYSES TO HELP DEFINE SALES KPIS

What separates the modern sales leader from others? Well, for one there’s a data mindset. In my last blog post, I stressed the importance of this. Great sales organizations treat sales as a science and do everything possible to eliminate guesswork. Part of that, of course, includes defining your sales team’s key performance indicators (KPIs)....
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•July 22, 2015

MAKING SALES A SCIENCE: THE CASE FOR BIG (SALES) DATA

In the late 1900’s, a slow trend was developing within the financial industry. With increased frequency, investment firms began embracing the power of technology to make smarter and faster decisions about their money. Tools such as algorithm and electronic trading became widespread, as they provided massive benefits including cheaper transaction costs, less error and greater...
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•July 16, 2015

SALES METRICS: WHEN SHOULD YOU CHANGE THEM UP?

Like a baseball manager standing on the top step of the dugout, sales managers have a lot to pay attention to when considering whether to make a change in strategy. A baseball coach might be looking at the score, the runners on base, how many innings are left in the game and the broader context...
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•July 9, 2015

SALES METRICS: GET YOUR TEAM LOOKING AT THEM

Having a data-driven sales environment doesn’t just mean that leadership bases decisions on numbers — it means that salespeople are looking at them, too. Among everything else your reps juggle, getting them to even look at data — let alone focus on it — can be difficult. Here are three tips to help you out:...
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Sales KPI Talk,
•April 22, 2015

Sales KPI Talk: Leading, Lagging — What Does It All Mean?

Last week, I wrote “What Is a Sales KPI? (You May Have It Wrong),” which explored the purpose of a Key Performance Indicator in a sales organization and how you may have been approaching it all wrong. Sound familiar? Sales leaders are often faced with a predicament: “Which KPIs do I want my team focused on that...
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