Find the Right Metrics for Your Sales Team

Today’s sales technologies enable companies to measure almost anything. As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while sales people, who are inundated with dozens of metrics, get lost in the day-to-day noise. The result is poor management of what matters.

To prevent this, managers need to focus on fewer metrics – ideally, leading indicators which allow reps to adjust their behavior on the fly and improve future outcomes. Instead of reviewing historical results, which are beyond a rep’s control, they offer real-time feedback on whether sales people are spending their time and efforts in the best way.

In order to improve sales outcomes and clarify the relevant sales KPIs in your business, managers must deconstruct their sales funnels. From there, they should use performance reviews to make sure that reps are on the same page.