Knowing which metrics to measure is a big challenge for all areas of business. Measure the wrong ones, and you could end up making the wrong strategic decision. So which metrics should you measure for your sales team?
The sales landscape has greatly evolved alongside technology over the past two decades. Gone are the days when sales professionals have to personally knock every door only to be rejected before they could say a word about their product. They also no longer have to spend their valuable time scourging endless paper-based customer feedbacks and surveys before they can optimize their campaigns.
Thanks to advancements in sales technology, even a small-scale business can develop tailor-made campaigns based on their customer’s unique buying preferences more efficiently. These technologies have also enabled sales organizations to monitor a plethora of different sales metrics in a manner they have never achieved before.
However, with tons of sales data that a business can gather, it has also become more challenging for them to focus, let alone identify the metrics that matter the most to their sales operations.
While having a wealth of sales data can be seen as a competitive advantage nowadays, not knowing which data to look out for can’t do any good either. It’s important for a business to have the right sales metrics not only to gauge their sales performance properly, but also to identify the problem areas which they need to improve.
To learn more about the most important sales metrics that you should focus on your business, check this infographic from Kona.
Author: Beginning in 1988 in Hotel Management in Dublin, Ireland, Garret worked in the hospitality industry in the UK for three years and then moved to sales and sales management, becoming the CEO of multiple multi-million dollar companies. Garret now lives and works in Australia and has become an expert in Strategic Sales, Business Coaching, Executive coaching, Strategy planning as well as Business Growth at KONA Group. Garret has been instrumental in developing the primary building blocks of competitiveness over the past three decades.