Metrics Performance Management Sales Funnel 
Harvard Business Review
AUGUST 22, 2017
As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while salespeople, who are inundated with dozens of metrics, get lost in the day-to-day noise. The result is poor management of what matters. The challenge, of course, is to decide on the right metrics.
Harvard Business Review
DECEMBER 15, 2015
To avoid this, some companies establish a Strategic Deal Profile — guidelines and parameters that its sales force can use in conversations with actual customers — and make it part of selling behaviors through performance management practices. Following a strategic “Deal Profile.
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