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Key Performance Indicators

kpi_res375_optW. Edwards Deming is often incorrectly quoted as saying, “You can’t manage what you can’t measure.” In fact, he stated that one of the seven deadly diseases of management is running a company on visible figures alone.

To Mr. Deming’s point, your sales team needs measurable and observable objectives. The challenge is, of all the measurable and observable metrics you can establish (the list is long), which are the ones that are truly the key performance indicators (KPIs)?

KPIs are just that, key. Your sales organization needs just a few KPIs. What should your sales organization’s be? How will you track KPIs? How will you publish KPIs? How will sales manager leverage KPIs? What are the right KPI targets?

Examples of measurable and observable key performance indicators include, but are not limited to:

Measurable

  • Percent of YTD goal
  • Product presentation to close ratio
  • Opportunities in pipeline
  • Life time value
  • Prospecting connect ratio
  • Net promoter score
  • Customer retention or renewal
  • Lead conversion rate
  • Etc.

Observable

  • Teamwork
  • Creation of cohesive and dynamic sales team culture
  • Positive work environment
  • Work ethic
  • Fun
  • Got your back sales management
  • Adherence to schedules
  • Friendly Competitiveness
  • Etc.

We help you identify, track, publish and utilize the key performance indicatorss that will drive sales success.

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