Sales Trend 1 from our 12 Sales Trends for 2017 report is about sales metrics.
What do we measure now?
When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales team was established, and (maybe) changed from time to time, usually from quota to number of calls or units, and so on.
The current state of flux of markets and most industries is quite different from the time when the use of these metrics was best practice. It is time to consider: are those metrics still useful? Are the metrics that we have in place helping us achieve our goals? Are they … read more by subscribing.
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