11Setting Sales Performance Metrics That Matter
Do what you love, and do it well—that's much more meaningful than any metric.
Kevin Systrom
American Computer Programmer
Selling is an activity-based role, meaning the more activity a sales professional engages in, the greater the likelihood they’ll generate new sales. For this reason, many sales executives and leaders use metrics that measure activities rather than the value and results of the measures themselves. They tend to set metrics in a way that doesn’t recognize the individuality of people on their teams, often resulting in a lack of buy-in by their team to pursue (and achieve) the metrics.
In this chapter, we’ll discuss the sales metrics to avoid using ...
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