Sales Management For Dummies

Chapter 11

Measuring What Matters: Key Performance Indicators

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.

Don’t subscribe to the theory that sales is “just a numbers game.” Many other factors indicate how successful a salesperson ...