Category: Sales Measures
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What is the Ideal Lead Scoring Algorithm for Your Business?
Generating leads is the lifeblood of your business, but not all of your leads are created equal. Some leads are more likely to convert into customers than others. This is where lead scoring comes in. Lead scoring is the process of assigning a numerical score to each lead based on how likely they are to…
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Sales Trifecta – Performance, Process, and Quality Assurance
Sales performance, process and quality assurance are intricately linked. High performing sales teams follow rigorous processes and assess quality at every step which in turn leads to the highest performance possible. Sales quality assurance (or Sales QA) helps sales teams uphold the standards and expectations of the company. Sales QA determines where the sales team…
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Which Do You Choose: Leading KPIs, Lagging KPIs or Both?
If you are looking out the windshield, you are watching the road ahead. You are considering what is coming at you on the highway. If you are looking out the rearview mirror, you are observing what has already happened. You are noticing what has already based you by. And if you are looking out the…
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Sales Key Performance Indicators That Matter
Not all Sales Key Performance Indicators (“KPIs”) are created equal. Because KPIs serve as a measure of business success and failure, selecting the right KPIs is critical. KPIs help companies adjust execution to achieve the desired outcomes. Better outcomes lead to better results. Because KPIs are so important there are ample articles, stories and posts…
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Capacity Planning for Lead Generation and Sales Forecasting – Taffy Pull or Christmas Cracker?
Are you looking to determine how much revenue you’ll generate from your marketing and prospecting efforts? Or are you looking to determine how many leads and prospects you’ll need to achieve your revenue goals? These two numbers are opposite sides of the same coin – they are either the input or the output of the…