In addition to earlier posts, here’s a simple idea: make sure to include an appropriate (or more complete) denominator in measurements. A richer denominator enables you to measure effectiveness; the numerator only measures activity.
only (and often results in a negative spiral of “we need more demos so that we
have enough pipeline to meet our numbers…”).
the effectiveness of the team’s demos
in securing business.
their sales opportunities. This does
assume that other variables are largely independent, which may or may not be
true. There may need to be some level of
normalization done to be able to compare sales people’s performance (e.g.,
quota size, average order size, etc.).
demos. Again, this also assumes that other
variables are largely independent. Similarly,
normalization may need to be done to compare presales people’s performance
(e.g., was discovery done adequately, quota size, average order size, etc.).
(and individuals) with tools to coach and tune the overall organization’s
effectiveness, on an individual-by-individual, region-by-region, or overall
team basis.