EP Huddle #52
Metrics. Every business leader, investor and board member wants to know about metrics. How do we look year-over-year? How are we trending towards the goals? What does the new product forecast look like?
We've seen numerous companies (small and large) struggle when it comes to defining and reporting on various sets of data, including some extremely key metrics that demonstrate the success (or failure) of business development. Sure, the number one key indicator of a successful sales initiative is revenue. But, there are many factors that can help forecast revenue, find deficiencies and help define key business initiatives.
Here are four areas your inside sales team and leaders need to focus on.
As a team:
How well do you track each of the above metrics? Talk with your salespeople to determine how well they know each of these categories on their own. Talk with whoever is responsible for the CRM to determine how you can get better reports and actively manage each data set on a daily, weekly, monthly, quarterly and yearly basis.
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