From the course: Building and Managing a High-Performing Sales Team

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Have clear metrics and goals

Have clear metrics and goals

From the course: Building and Managing a High-Performing Sales Team

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Have clear metrics and goals

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- Metrics can be a sales manager's best friend. When used correctly, they create a clear view of how your company works. Metrics can show your strengths, as well as your weaknesses. You don't what actions would lead to improvements if you don't have clear insights into what exactly is going on. Identifying key performance indicators, or KPIs, is crucial. These numbers help measure performance and allow you to make data-driven decisions. Every sales team's KPIs are unique and should be laid down keeping in mind their product, industry, and competitive landscape. But while each sales team will end up tracking different KPIs, there are some that are essential for all sales teams. First, your lead-to-sales conversion rate, this conversion rate shows how effectively your team is converting prospects into customers. If your lead-to-sale conversion ratio is low, break it down by individual rep, and identify what can be done to…

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