There is a wealth of information available to sales leaders. The first challenge is identifying the information that will help you predict the future success of your company. The second challenge is making decisions with missing or inaccurate information. This session will help you recognize if valuable time is being wasted each month collecting, reporting, and acting on the wrong information, and help you establish metrics that will provide the best performance indicators.
Sales benchmarking is a relatively new concept for sales managers and one profoundly different than the mentality of management through reporting driven by today's CRM systems. Some of the points our speaker will cover include:
- How to resolve the current disconnect between good sales-related data and good sales management decision-making
- Why using backward-looking sales data is the wrong way to manage and how to transform your sales force through forward-looking leading indicators
- How Customer-Centric (not Sales-Centric) Management Metrics will transform your sales force
- How to avoid the dirty data problem of CRM through proprietary metrics