Visibility for Sales Management

9 September 2009

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Metrics are the window into your sales organization's performance. When properly implemented, they provide the right information at the right time. Many organizations, however, suffer from a lack of metrics, misleading metrics, or metrics implemented inappropriately. As a result, management's visibility is greatly diminished, along with its ability to make sound decisions and provide leadership. Appropriately implementing the right performance metrics positions sales management to be proactive in planning and strategic decision making. By leveraging a metrics-led performance management program, sales leadership operates with clarity and informed judgment - allowing management to anticipate issues and allocate resources effectively. As a result, organizations are able to continuously improve sales effectiveness. In this archived webinar, Sales Management Association member and Sales Ops Solutions Principal Michael Hanna reviews the three types of sales performance metrics: Central Metrics, Peripheral Metrics and Blind Metrics. Also covered: fundamental Key Performance Indicators (KPIs) appropriate for each type of metric, and how best to leverage a system of metrics in leading the sales force.

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