Welcome to Issue 6! Today we peer into the world of Sales Management Metrics. What can we really manage and measure in Sales?
First, if you have not yet read, “Cracking the Sales Management Code; The Secrets to Measuring and Managing Sales,” I strongly encourage that you add it to your Kindle/Audible list to help you determine Sales Metrics for your business.
When it comes to measuring sales, I recommend that you find a workable list of key metrics to monitor on an ongoing basis. This is what you will find in this newsletter on the topic:
I provide you with an article that breaks down 13 key sales management metrics into four areas. By monitoring the first eight metrics, you will know if you need to spend time with the last five while leading and managing your salespeople.
We share two articles from the web:
– Matt Sunshine with The Center for Sales Strategy shares his
thoughts on five areas to track.
– The second article comes from Insight Squared and provides
a perspective on measuring qualitative areas.
In our “From a Fellow Trusted Advisor” section, Charles Dowden provides some financial insight on the latest PPP extension as we continue to strive to survive in a COVID 19 world.
As always, we welcome your feedback on this newsletter.
Also, feel free to reply to this email with your sales management thoughts and questions, or call me on my cell at 214-470-5599.
A useful metric is both accurate (in that it measures what it says it measures) and aligned with your goals. Don’t measure anything unless the data helps you make a better decision or change your actions.
What Can We Really Manage In Sales?
by David Wuensch
When running your business, which functions do you find easy to manage? We have plenty of metrics to measure financial and operational aspects of our business, but what about sales? Sure, we can measure revenue and bookings. However, reacting to revenue and booking measurements can be a lot like closing the barn door ….
As you might’ve heard, we’re pretty big into sales metrics, tracking and analyzing that information to make better data-driven sales management decisions. A big part of that metrics-based mindset centers around evaluating reps: how many opportunities did your prospecting reps source? How many deals ….
Five Things Every Sales Manager Should Be Measuring
by Matt Sunshine
The great sales managers know that if you want to see an increase in performance then you have to set expectations. But just setting expectations is never enough. You need to put a system in place where you can measure what you expect. As the management saying goes ….