The prevalent way of measuring sales performance is a combination of KPIs. These include the obvious sales results, and a few others, like number of calls and meetings, new opportunities, etc.
However, longer sales cycles and more complex ways of selling like Solution Selling and Value Based Selling, or segmentation approaches like Strategic / Key Account Management demand a more sophisticated approach to measuring effectiveness. The biggest challenge when measuring the performance of our sales teams is how to measure quality rather than just … read more by subscribing.
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