Business leaders often ask me: What key performance indicators (KPIs) should they track to drive activities from their sales people and deliver results? In my recent Business Cast interview with Eric Esfahanian, VP & General Manager at Gryphon Networks, we talked about KPIs within the most successful sales teams. Eric shared the biggest mistakes most sales managers overlook when tracking sales performance and why CRMs often frustrate sales organizations.
Common Mistakes When Tracking Performance
Eric and I discussed the biggest hurdles sales managers and executives struggle with regarding sales. Eric sees too many organizations focusing too heavily on volume (quantity) instead of what is actually happening during those calls and meetings.
To know if you are getting an accurate view of what’s working and what’s not working for your sales reps, you should be looking at certain key performance indicators.
Key Performance Indicators That Drive Results
While volume of activity might be a simple metric, it’s one that rarely correlates to results. You can better track a rep’s likely effectiveness when you look at other, lesser known performance indicators. Eric suggests that sales leaders use a phased approached when collecting data and measuring the performance of their sales people.