Best Practice Report

The Sales Metrics Framework

January 1st, 2018


B2B sales leaders need accurate metrics to understand what is driving their results. The Sales Metrics Framework defines metrics for three key categories: pipeline, productivity and performance. Best practice metrics provide sales organizations with sales intelligence that pinpoints challenges and opportunities for improvement.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.