A Roadmap For Improving Sales Measurement Programs

January 1st, 2018

Summary

Every B2B organization uses a variety of metrics to measure its sales performance, ranging from lagging indicators like revenue generated, number of new accounts acquired, sales of new products, and profit margins to more predictive measures, such as lead conversion rates, win rates, cycle times, and opportunity conversion by sales stage). Regardless of the organization’s maturity or the metrics used, sales operations must continually improve the accuracy, relevance, and insight of the intelligence it delivers to sales and corporate leadership. In this report, we present a three-phase model for planning, executing, and evolving a sales measurement program.

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