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The Center for Sales Strategy Blog

How Measuring Success is Different in Digital

digital campaign analyticsMeasuring 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 past, 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 to report campaign metrics.

Topics: digital marketing metrics measurement

Measuring Success: Your Renewal Depends on It

measure sales successDuring the sales process, it’s important to have open and upfront conversations about how advertisers measures success. Clients will make their decisions to buy again based on the success, or failure, of the campaigns and solutions you sell them. 

Questions about success and client expectations should take place throughout the steps of the sales cycle, and your questions will differ based on where you are in the sales process.

Topics: Needs Analysis sales process measurement sales pipeline sales cycle

5 Things Every Sales Manager Should Be Measuring

Measurement

The great sales managers know that if you want to see an increase in performance then you have to set expectations. But just setting expectations is never enough. You need to put a system in place where you can measure what you expect. As the management saying goes, "Your salespeople will respect what you inspect… and you need to inspect what you expect."

Topics: Sales measurement