Two Rules For Using Sales Metrics Effectively

Posted by iannarino under Sales
From http://thesalesblog.com 5210 days ago
Made Hot by: billrice on August 3, 2010 11:45 pm

Sales metrics lie; they don’t tell the whole picture. To make sales metrics more useful—and honest—add qualitative information, ignore single metrics, and measure outputs instead of inputs.

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Comments

Written by globalcopywrite
5210 days ago

Hi Anthony,

I love this sentence in your post, "There shouldn’t ever be a sales call made without an intended outcome that moves you towards a deal." So many sales managers get hung up on the wrong metric and force people to make calls. As a result, sales people are meeting for the sake of meeting even when they know there's no point to it. That, in turn, feeds the fire against salesmen in general.

Nice post.

Sarah

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