September 2024
Intermediate to advanced
260 pages
8h 42m
English
Content preview from Sales Management for Start-ups and SMEs
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Chapter 10 Targets, forecasts, budgets and KPIs What are the essential measures to manage sales organisations and how can we derive them?
Which numbers matter?
Global CRM giant Salesforce produced a handy guide to sales metrics,1 which includes the quote “You have to keep your eye on the ball, but which one?”. In this chapter, targets and sales metrics, or KPIs, will be unpacked to help you choose the right ones for your business.
What is the value of a good set of metrics? At least some of the benefits include:
- To focus everyone on achieving sufficient sales to meet your profitability/growth targets.
- To measure progress towards your goal.
- To ensure the right work gets done today that leads to results tomorrow. ...
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