In This Chapter
Establishing your key performance indicators
Understanding what other matrices to measure
Looking at the ultimate performance indicator
Using a CRM program to track data
As a general rule, salespeople are competitive by nature and need to know how they’re performing. Many times the answer to that question depends on whether they’re selling anything. But you can and should use many other measurable matrices to increase the performance of your team. This chapter looks at ways you can measure how your salespeople are doing.
Key performance indicators (KPIs) are — just as the name suggests — the key things you should be measuring (and managing) for each salesperson. You can use KPIs as benchmarks to determine the actual performance of an individual salesperson, territory, or division.