sales KPI’s

  • The Biblical Sales Force Part 3 – Numbers: Metrics and KPIs

    • November 23, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    God

    In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. In most cases, they do not.

    KPIs must be forward looking indicators, not lagging, or backwards looking results and most companies fail to make that key distinction.  While last month’s revenue and gross profit numbers are an indicator of how the company performed (past tense), they do not indicate how the company WILL perform (forward looking).

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  • Focus on Winning to Drive More Sales and Revenue

    • February 20, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    rangers win first world series

    In baseball, the coaching staff gets a report from their advanced scouts and from that report the coaches create a game plan.  How to pitch to that hitter, how to get this hitter out, what to expect from this pitcher, what pitch he likes to throw when he’s ahead in the count, the strength and accuracy of the outfield arms, etc.

    Some companies do some account planning for major accounts, but not nearly enough of this takes place.

    What will happen to your business if you spend more time thinking about how to win, and less time focusing on your numbers?

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  • Sabermetrics for Sales Leadership – Projecting Sales Revenue

    • May 28, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years?

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