The views of this article are the perspective of the author and may not be reflective of Confessions of the Professions.
Focusing On Sales Metrics
Analysing sales data is critical to track and measure progress. However, as the number of data at our disposal continues to increase at a staggering rate, it has become challenging to filter out what matters and what does not to the business.
In this day and age where most companies thrive on data and metrics, it is essential to establish a system that will help us measure the sales aspects that we have control over with. Unfortunately, many sales managers fall victim to the predicament that comes with Big Data, i.e., analyzing many metrics without realizing that only a handful of metrics matters in sales.
According to a study conducted by Jason Jordan in partnership with Vantage Point Performance and Sales Education Foundation, there are over 306 metrics that most sales leaders consider as critical. They divide these metrics into three: Business results, Sales Objectives, and Sales activities. Of these three, only one class matters the most: the activities that you salespeople do their day-to-day job.
There are many compelling reasons why sales managers should focus only on sales activities metrics and nothing else. To learn more about why you should focus on sales activities metrics, check the infographic below from Kona Group.
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