Performance Management, Sales Funnel and Scaling

Find the Right Metrics for Your Sales Team

Harvard Business Review

AUGUST 22, 2017

If salespeople are behind on a key indicator, for example, they and their managers can change behavior to increase the probability of success. Deconstruct Your Sales Funnel. In order to improve sales outcomes and clarify the relevant sales KPIs in your business, you need to deconstruct your sales funnel.

Metrics

Metrics Sales Sales Sales Funnel

Don’t Turn Your Sales Team Loose Without a Strategy

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.

Sales

Sales Sales Hospitality Accounts Payable

OrgDev Digest

Find the Right Metrics for Your Sales Team

Don’t Turn Your Sales Team Loose Without a Strategy

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