How do you identify which Key Performance Indicators (KPI’s) are right for your 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.