Selecting the right metrics may at first glance seem a rudimentary affair.
However, research has shown there is, in fact, a great variety when it comes to what the top companies choose to measure and monitor. This is surprising when you consider these companies have decades of sales experience and invest literally millions into their CRM systems.
Would you expect to find a clearly defined short list of key sales metrics for the rest of us to implement religiously?
Well probably…but that is simply not the case.
It’s not uncommon to find companies measuring all kinds of facts and figures simply because they can.
In addition, old historic reports will be added to newer ones as new managers join the business. Overtime this reporting can morph into a plethora of data that threatens to drown any sales manager.
I recently worked with a Managing Director who had an assortment of 25 different multi-colored graphs to demonstrate sales performance!
We must stop this insanity and get the data to work for us and not against us.
One way to do this is to cut back.
Ask yourself this question.
Why am I measuring this?
The only reason to measure something is because it’s linked to the key activities you need to take to achieve your goal.
It’s that simple.
Choose two or three metrics that measure the actual sales activities you need to do each day or week to generate sales.
As you monitor these activity metrics against your results, you’ll be able to get total visibility over your sales process.
This is valuable as it enables you to make any needed mid-course corrections as you go.
Rather than blindly repeating the same old activities expecting new improved results.
So, I strongly encourage you to look at your current metrics and make sure they are squarely focused on measuring the key revenue generating tasks your salespeople need to perform to get results.
If you’d like more insights how to create superior results check out a copy of ‘The Sales Strategist’
https://www.linearstructure.com/the-sales-strategist-book/
Committed to Your sales success!
Peter
