As a Sales Manager or VP of Sales who leads a team, you know it is a real challenge to help your sales force achieve their goals.. Your sales team needs to be focused on performing activities that actually lead to results. But what are those activities, how do you identify them and why are they important?
Well, let´s start with the Outcome (real or desired). This is a set of numbers that are pretty clear in your mind, i.e. close rates, weekly or monthly revenue, etc. These numbers are indicators, they can be measured and represent results. They are a numerical representation of your sales teams’ efforts. But as was stated earlier, those numbers are the results, the “final score” and won´t tell you anything about the performance of your sales team or how to improve it.
That´s when KPIs come in. Key Performance Indicators are essential to your organization´ success, in other words they are key to achieve the desired outcomes. KPIs are related to that portion of your team´s performance that can be measured and have a clear influence on the results.
Simply put, KPIs are the activities sales teams need to focus on to make sales happen.
Do you want to learn more?
Download our paper “Visible KPIs advantages: why make them part of your team?