CHAPTER 9
METRICS 2.0
Call Activity Gets a Makeover
An all-hands meeting has been announced for the entire sales organization. Peter walks over to Building 5 with his Inside Sales team, joining a few hundred salespeople gathered in a large room that is decorated with Formula 1 race cars and Grand Prix pictures. What’s up with the cars?
The VPs of Sales start the meeting. The first one begins, “Hey, guys, welcome everyone. This year has been off to a sluggish start, but we caught up midyear, and with our new product launch we are optimistic for Q4. Here’s how our sales are tracking to date and the numbers we are looking for by end of year.”
The other VPs provide a status review of the revenue numbers, new accounts, and big wins for the year. ...
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