How do you identify which Key Performance Indicators (KPI’s) are right for your business-to-business sales team?
Which actions will create the results you need?
There are many factors that potentially influence sales performance and they could be either a leading or lagging indicator. The key is to establish the connection between the specific factor and sales outcome. The Sales Performance Improvement Framework⢠is based on the four zones of sales performance: Field, Office, Observed and Recorded.
For a list of potential sales performance indicators download the Sales Performance Improvement Framework.