KPI: Keys To Success – Guest Post for LevelEleven

The sales process is fluid system and it is often a hypothesis that is tested and reevaluated.  However, the growth of a company cannot be left to chance and it is therefore essential to establish Key Performance Indicators (KPIs).  By establishing accurate KPIs a company can accurately analyze if they are heading in the correct direction. The term KPI is often mixed up with Metrics and ROI.  For a refresher on the difference between a KPI and metrics check out KPI VS Metrics. Recently, The Harris Consulting Group was asked by Level Eleven to help define the top 5 Sales KPI Rules.  In this article we break down the mystery surrounding KPIs and help establish [...]

Metrics and KPIs there is a difference

Why deals are stuck in the middle of your pipeline. I recently read the HBR article on Dismantling the Sales Machine. In addition to being accurate its timing is perfect. We all know the next five weeks are going to be a mad scramble to close business so I thought I would peel back the layers of the onion and provide additional insight. One of the biggest challenges I see with all sales teams including inside sales teams and field sales teams are the deals stuck in the pipeline. For some reason a sales rep feels the prospect was interested, and now the rep is afraid anything they do will cause them to lose a [...]