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The Center for Sales Strategy Blog

The 3 Most Important Metrics Sales Managers Should Track for High Performance

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If you are a sales manager, there are probably a number of metrics that you look at or are asked to examine by your leadership in order to determine how your sales team is performing. At times, you can go overboard, looking at too many metrics and spending more time pulling numbers and reports than coaching your team out in the field. 

So where is the happy medium? Where do you draw the line of the important metrics to monitor in order to ensure high performance from your team without spending days to pull the numbers?  Ultimately, you want to identify those performance metrics that drive results and revenue production with your team. Here are my top three:

Topics: sales management Sales metrics

Inputs vs. Output: Do You Know What’s Really Driving Your Sales?

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One of the most common debates in sales is how to best measure performance and other sales indicators. While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

Topics: Sales metrics

The 4 Key Performance Indicators Sales Managers Need to Track

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In order to ensure that the sales process is working, you also need to establish the right key performance indicators to track so you always know how well you are doing in each step. So what KPI’s should you measure? This post will look at four essential metrics to tell you if you're on track for success.

Topics: Sales metrics

How is Your Website Doing Compared to Your Competitors'?

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Let’s face it. If you are managing a business and you don’t have access to data regarding how your business is doing, you are essentially flying blind. Without benchmarks and numbers to indicate how you are doing, it’s tough to know what the score is and who is winning. That’s why analytics and data have become so important to business owners and marketers over the past few years. Knowledge is power, and the same now can be said for understanding and being able to analyze and interpret data.

HubSpot understands the need that businesses have to analyze large amounts of data for the purpose of making sound business decisions, and they have recently launched a new Research blog. The HubSpot Research blog provides in-depth insight and information for marketers and business owners that are looking to make data-driven decisions.

Topics: digital marketing metrics

How Measuring Success is Different in Digital

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Measuring the results of an ad campaign or a marketing push is important. How else will you know if the effort was a success, and if the investment produced a profitable return? In the old-media days, it was often tough to measure, causing uncertainty and frustration among both buyers and sellers.

In the digital age, I could argue that it’s gotten too easy.

It's Not All About Clicks

Clicks are insanely easy to count. The click-thru-rate quickly became a new gold standard, and the abbreviation CTR made it seem so official and valid. But what was it really measuring? And what does that metric have to do with the marketer’s goals? These are the issues I often find myself discussing when I lead digital-media workshops, but these questions are not discussed as often as they should be with prospects.

Topics: digital marketing metrics measurement