KPI, Metrics and Sales Management

4 Ways to Build a Productive Sales Culture

Harvard Business Review

JUNE 16, 2015

A confusion between efficiency and optimization plagues many sales efforts. If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. A common metric used by the C-Suite for evaluating sales is the expense-to-revenue ratio.

Sales

Sales Sales Strategic Planning KPI

8 Reasons Companies Don’t Capture More Value

Harvard Business Review

APRIL 8, 2015

For example, the sales manager is interested in top-line revenues, whereas the factory manager is interested in capacity utilization and predictable ordering patterns. First: Market share is a dangerous key performance indicator (KPI). But the confusion runs deeper than that. Individual objectives often are not aligned.

Revenue

Revenue KPI Sales Sales

OrgDev Digest

4 Ways to Build a Productive Sales Culture

8 Reasons Companies Don’t Capture More Value

Webinars

Stay Connected