Publications
Publications
- August 22, 2017
- Harvard Business Review (website)
Find the Right Metrics for Your Sales Team
By: Frank V. Cespedes and Robert Marsh
Abstract
This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a closed deal is an outcome and lagging indicator. This article discusses how some firms deconstruct their sales conversion funnels to identify relevant leading indicators and coach/develop selling behaviors. Thus managing sales performance and not only reviewing quotas and after-the-fact outcomes.
Keywords
Citation
Cespedes, Frank V., and Robert Marsh. "Find the Right Metrics for Your Sales Team." Harvard Business Review (website) (August 22, 2017).