'Lagging' or 'leading' sales effectiveness indicators?
75% of sales managers prioritize lagging metrics such as revenue growth, profit margins, number and value of deals closed.. That's good! But what does this tell us about the causes of these performance indicators? Not much.
To coach and improve the performance of our B2B sales people we need indicators that measure their effectiveness at each stage of the sales process in your business. Because selling is all about relationships. These indicators must therefore allow us to see precisely the specific skills and behaviors that need to be improved in each salesperson, in order to decide and implement the most relevant and effective training or coaching to get results.
Results are the result of the salespeople's activities. You can't manage sales results, but only the activities that lead to those results. Specifically, the quantity, direction and effectiveness of all the activities of our sales people that impact their sales performance. Choosing the right leading indicators in this area is important. Choosing the wrong indicators means choosing the wrong remedies tomorrow, wasting time and sometimes even demotivating the sales people on whom our performance hopes are based.
Have you chosen the right leading indicators to analyze your sales performance?
To coach and improve the performance of our B2B sales people we need indicators that measure their effectiveness at each stage of the sales process in your business. Because selling is all about relationships. These indicators must therefore allow us to see precisely the specific skills and behaviors that need to be improved in each salesperson, in order to decide and implement the most relevant and effective training or coaching to get results.
Results are the result of the salespeople's activities. You can't manage sales results, but only the activities that lead to those results. Specifically, the quantity, direction and effectiveness of all the activities of our sales people that impact their sales performance. Choosing the right leading indicators in this area is important. Choosing the wrong indicators means choosing the wrong remedies tomorrow, wasting time and sometimes even demotivating the sales people on whom our performance hopes are based.
Have you chosen the right leading indicators to analyze your sales performance?