Why, in turbulent times do we increase the focus and measurement on our sales team’s activity?
If it is so effective, why aren’t we doing it all the time?
If it isn’t effective then why are we doing it at all?
The truth is, effective measurement of a sales team is an effective way of keeping sales teams at an effective and high level of performance. The one caveat on this though is that the measurement has to be right. More measurement isn’t always better measurement.
Keys to effective sales performance measurement:
- Measure the areas that you want to see the biggest improvement in or make the highest impact on performance
- Have a clear idea of what “Sales Best Practice” would achieve and compare against it
- Regularly review the measurement’s success and compare against peers as well as goals and milestones
What measurements have you found most effective with your sales teams?