SellingBrew

Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

How to Focus on the Right Sales Metrics

What if I told you that out of the dozens and dozens of sales metrics you monitor and report every month, 83% of them say absolutely nothing about what the sales team actually needs to be doing in order to achieve the objectives? And what if I told you that only 17% of these metrics are things that salespeople can actually do something directly to change?

Would that surprise you? Would it bother you that you’re generating a bunch of metrics that don’t—and can’t—help your sales team hit their numbers?

If so, I encourage you to study a new guide in the SellingBrew Playbook entitled, “Sales Metrics Sales Leaders Should Be Managing,” by Jason Jordan, the author of Cracking the Sales Management Code. Based on research by the Sales Education Foundation, the guide provides a lot of insight into how to identify, measure, and manage the sales metrics that really matter for generating improved results at-scale.

But I have to warn you—you may not like what the guide has to say.

After all, some sales operations actually seem to prefer to have their reps try to figure out what to do through trial and error. Some sales leaders seem to prefer the simplicity of just “yelling louder” rather than telling their salespeople exactly what they should be doing differently tomorrow in order to hit their numbers.

And frankly, some sales organizations seem to be much more comfortable explaining last quarter’s miss than determining which specific sales activities will actually produce the results the company is counting on.

So, if your sales operation falls into this camp, Jason’s guide may not be for you.

But if your sales operation is in the other camp—the camp that isn’t content to just cross their fingers and hope their salespeople are doing the right things—check out the guide. It will not only change your perspective on sales performance measurement and the sales metrics you should be managing moving forward, it will very likely make your job a whole lot easier in the process.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • The Sales Ops Guide to Enabling Sales Managers

    Sales managers are critical points of leverage and enablement. In this on-demand webinar, learn a variety of strategies and tactics that others have used to influence sales managers and drive performance improvements at-scale.

    View This Webinar
  • The Rise of Revenue Operations

    Three thought leaders from the Alexander Group join us for a discussion on the drivers and dynamics behind the growth of Revenue Operations functions.

    View This Interview
  • Exceptional Sales Ops Teams

    Sales Ops is still evolving and there are no long-standing rules for how everything should work. But there's a lot to learn from teams with a track record of success. In this on-demand webinar, we explore the common traits and mindsets of successful Sales Operations groups.

    View This Webinar
  • Fostering Productive Collaboration

    In this recorded session, we discuss how to identify and influence the groups that contribute most to our sales performance and explore the 8 key ingredients for effective cross-functional collaboration.

    View This Webinar