What gets measured gets managed.
Do you measure enough essential sales metrics – or not enough? Are you getting valuable information from what you measure – or just a bunch of numbers with little meaning?
Do your metrics matter?
You can measure and analyze hundreds of sales activities and customer actions. Then watching the numbers climb is cool. Seeing them drop is frustrating. But just measuring metrics – and being on that roller coaster of emotions – won’t help salespeople and the organization realize success.
What will help is a solid grasp of the metrics you can measure, those that matter most for your organization and the best ways to use the data you gather.