Category Archives: Sales Measures – Inputs & Outputs

Forget NPS, it’s about NES (net easy score)

NPS-vs-NES

Making ‘my life’ easy in this complex world is customer experience gold. However, everybody obsesses about their NPS – net promoter score. If you haven’t heard about NPS before, it’s a metric for assessing customer loyalty for a company’s brand, products or services. Many companies use NPS as part of their customer relationship management (CRM) […]

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Metrics for Measuring Solution Selling

how to measure sales performance

How do we measure sales performance now? As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance. Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and […]

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Sales Trend 9 – Marketing technology for better sales results

Guest co-author: David Hubbard CEO, Founder and Revenue Growth Expert for Marketing Outfield, New York, USA Sales Trend 9 from our  12 Sales Trends Report for 2016 is about using Marketing technology for better sales results. Sales and Marketing Technology – Which Trends Should You Pay Attention To? No wonder we are confused. The number […]

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What’s the right Sales Conversion Ratio for my sales team?

At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams. And our answer is to offer more questions such as:  Are the market(s) you are targeting in growth, mature, decline, or saturation mode? What value propositions are you taking to market to your prospective clients in terms […]

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Survival of the Adaptive P3: Use Effective Sales Metrics

This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our 21st century world and market place. Part 3 is all about using effective metrics to track sales In an ideal world, the financial returns and […]

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Sales Reporting – Why Bother?

Recently, I met a very impressive young Sales Manager. Let’s call him Sam. Sam knew his sales stuff. He knew what to look for when it came to accurate reporting of sales data. Nothing too complicated. He was conscious of focussing on the key measures and not overloading his sales team with too much reporting […]

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Why managing sales inputs leads to sales disaster

‘Selling is a numbers game’ has been said more times than any of us care to remember.  And yes, numbers are critical to sales, however some organisations place far too much emphasis on the managing the numbers, especially their obsession with their salespeople’s input activities – i.e. number for prospecting (cold) calls, client meetings, numbers […]

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Breaking the Chain of Ignorance – upping the pace of transformation

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking the Chain of Ignorance – upping the pace of transformation”. It is not enough to adapt to change, we need to keep ahead of the […]

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How many clients and sales are you losing out the back door?

Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client? Keeping clients onboard and engaged with your business is just as important as your sales team finding new business sales with new and existing clients, however many businesses do not pay […]

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Delivering Real Value beyond Product & Price

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering Real Value beyond product and price”. For many years most of a product’s value came from the production processes that converted raw material into useful […]

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