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Your sales metrics are crucial for gauging your team’s performance and ensuring accurate forecasts. You’re a sales leader, so you’re very likely keeping track of progress at least on a weekly, monthly or quarterly basis. But are you measuring the right things?
Over the years, I’ve learned to pinpoint two types of sales metrics I often see managers use: lagging activities (bad) and leading indicators (good). What does that mean, exactly? It’s all about perspective. Are you taking an honest look at how engaged the buyer is in the deal? Or are you only focusing on what the sales team is doing and what they think about their deals? If it’s the latter, then you’re lagging – not a good thing.
My latest video explains the difference between lagging and leading indicators and why it truly matters to the success of your sales team over weeks, months and years to come.
As a sales leader, you need the right metrics to guide decisions. After viewing my video, what do you think: Are your current metrics helping you to accurately forecast and measure team performance? Or do your sales metrics need adjustment?
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter