Are you making important sales management decisions based on assumptions and anecdote?
Are the key performance indicators you rely on just telling you what happened in the past? And, are they fact-based? Or do they give you meaningful insight into the details of your sales process?
If you’ve been given the responsibility to amp up individual sales rep productivity and accelerate the pace of your selling, you have to know whether your sales process is working. And, you absolutely need to know the levers you can pull that will really move the needle in terms of performance improvement.
Spend some time with this video. If you’re truly interested in improving the effectiveness of your sales team, you have to measure the aspects of your sales process that actually correlate to sales rep productivity. In this video tip I provide four highly targeted metrics that you should be tracking and using to manage, develop, train and lead your sales team to success.