The Importance of Key Performance Indicators in Sales Performance Management

24 July 2012


Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield significant insight, but management sometimes lacks deeper knowledge into how specific metrics impact overall business performance. By analyzing trends and relationships between individual KPIs, a more complete picture emerges than informs more effective strategic decision making.

In this Sales Management Association webcast, Iconixx Software's Bruce Jackson and Carolyn Jenkins review best practices for utilizing KPIs for sales leadership, and present approaches for insuring the right metrics are presented in the right strategic context for optimal management insight.

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