Who Are Sales Process Metrics For?


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Over the past several weeks, I’ve sat in on a number of interesting webinars on sales productivity.  Inevitably the focus is on tools the sales manager can use to monitor their teams, track performance and improve effectiveness.  Whether it is a new Sales 2.0 tool or using CRM, the focus is on sales managers.  While I think this is terrific, where is the Sales Person in the discussion?

Don’t get me wrong, key aspects of the manager’s job is to track performance, coach for improvement, and manage the business.  But I think we miss a major opportunity by not focusing on the sales professional.

Every sales professional needs to have personal metrics, by which they measure their progress.  The metrics aren’t necessarily different from what a manager looks at, but each sales person should monitor a few key metrics against which to track their own performance.  Each sales person should be able to evaluate their own performance, looking for ways to improve.

Sales managers, don’t keep the metrics to yourselves.  Help each person in your organization internalize them, there maey be a different set of metrics that each person may need to look at.  Help each person understand how to track their own performance.  Let them leverage the tools for their own benefit.

Sales process metrics aren’t just for the sales manager, they are for the sales professional.

How do you measure your performance?  I’d be interested in hearing from sales professionals on the key measures used for tracking personal performance (other than quota or revenue attainment).

Republished with author's permission from original post.

Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.


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