FocusAs you’re setting sales goals for next year, know which metrics will get you results.

As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year.

Of course, this is not easy work. It involves sifting through competing and often contradictory sales metrics. Then there’s the cacophony of voices telling us how we should be managing our sales teams against a backdrop of technological advances.

When every practice is deemed a “best practice” by one expert or another, how do you even know where to start?

That’s what I love about Tom Searcy’s simple but brilliant article, “The Sales Metrics You Should Be Focusing On.” In this short, research-based article, Searcy summarizes findings by Jason Jordan, co-author of Cracking the Sales Management Code and partner of Vantage Point Performance.

Searcy identifies the three types of metrics worth focusing on and highlights some ah-ha discoveries from Jordan’s study. The one I found most compelling: “83 percent of what is being tracked by our CRM and sales systems is just reporting, not influencing in nature.”

If that’s all I’m doing as a sales executive, I should find myself out of a job. The question we should be asking ourselves: What is the one management activity I can adopt to develop a winning sales team?

Read the rest of the article. And to learn more about referral-based selling metrics, check out my new book, Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal.

Comment Here

Which metrics do you think are worth noting?