March 1, 2015 by in Management & Leadership
There’s three things every sales leader and owner should be tracking:
- Behaviors- Daily behaviors your sales people must do to be successful. i.e. cold calls, networking events, follow-up calls, referrals asked for, etc.
- Leading Indicators – Behaviors should drive our leading indicators i.e. appointments, demos, tours, trials, presentations, etc.
- Lagging Indicators – Results i.e. revenue, # of new customers, profitability, average deal size, etc.
If you just track the lagging indicators, you are managing history. Track what you put into it, and you will always get better results.
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