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Tag: metrics

A Fatal KPI Mistake

October 26, 2018
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| Categories: Business to Consumer, Sales Coaching

KPI’s, metrics, sales measurements…call them what you like, but they dominate the lives of salespeople. I’ve spoken to hundreds of them who continuously moan about the futility of the KPIs that they are measured against. But firms continue to design and measure completely irrelevant metrics. Let me explain the mistake that many make. The quote comes from Ken Bate’s excellent documentary of the Vietnam War and the USA’s insistence to measure body count. In other words how many dead enemy soldiers they could achieve each day/week/month. A ludicrous KPI but…

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How to Measure and Reward a Sales Manager

June 15, 2018
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| Categories: Sales Coaching

I carry out a lot of coaching with sales managers of various sectors to help them achieve the aims of their role. Many are relieved to realise that their role involves achieving their sales targets through their sales team and not doing the sales themselves. Essentially their role is to recruit, train, coach, motivate, stimulate and ultimately move their sales people onto their next role. The difficulty comes when you try and create a set of KPIs and rewards to measure and motivate, so here’s ten areas where you can…

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Cause and Effect KPIs

March 4, 2018
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| Categories: Sales Coaching

KPIs or key performance indicators are very confusing. Many sales managers get them wrong by choosing too many lag indicators and are commended to have lead indicators. Some have no idea what we’re talking about but to appreciate the difference is vital. So, I came up with the notion of cause and effect KPIs. Let me explain Cause KPIs are metrics that reveal the actions that cause good selling like numbers of appointments, quality of new prospects, success of exploratory meetings and so on. Effect KPIs are measures which illustrate…

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