Managing Sales Performance with Metrics


If you are managing sales for your startup, are you using the right KPIs to measure your sales team?  Find the Right Metrics for Yours Sales Team authors Frank Cespedes and Bob Marsh offer tips on identifying your leading indicators, and provide examples of aligning selling behaviors with key metrics.  When you consider the probability of success of your sales team, the authors note the importance of understanding your sales conversion funnel.  A typical funnel includes prospecting, qualifying, advancing, closing and post-sale, but yours may be more or less complex.  Deconstructing your applicable funnel helps you identify what metrics are important, thereby helping you manage selling behaviors more effectively.   Take a look at the article, and consider how you could reframe your performance review conversations around your most important KPIs. 

Laura Neeson