Sales Process and KPIs

Sales success is multi-dimensional and has many facets. A client we worked with a number of years ago was super-frustrated with the results they were achieving. Their sales had plateaued and had been stuck at the same level for about 6 months. This was not only frustrating, but unfortunate as they had a goal to increase sales by 25% and their efforts to do so were landing well short. Our early evaluation of their sales efforts indicated that the following were in place:

• Goals or targets
• A defined sales process with stepwise stages
• Contacts, leads and prospects 
• A method of tracking their efforts and results in their sales process steps 
• Data to review 

Analysis of their KPI’s affirmed the effectiveness of their marketing, including that they had a good number of inquiries, phone calls, and web-generated inquiries. 

Without these KPIs, a way to measure them, and review them, coupled with a defined sales process, it would have been much harder to detect the cause of their sales plateau and how to correct it. Are these elements in place for your sales success? What are your KPI’s, how are you using them and what is missing that making informed adjustments is a reality? Are your KPI’s specific to the needs of your sales team and its success? What adjustments could you make to enhance your sales management efforts, being able to assess what is and isn’t working, or to drive performance and results for your organization? 

Sales Management and a Sales Coach for Your Southeast Michigan Sales Team

As business and sales coaches in Southeast Michigan, we’ve helped many local businesses get their sales process and efforts on track. If you’re not happy with how your organization’s sales function is doing, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI’s you’re using. So don’t wait - proactively evaluating your entire sales function will lead to better results. 

Are you ready to begin your journey?

Are you ready to build a sales-focused organization with a high performing sales team and an effective sales management solution? 

Call us at 248-468-7400 or fill out our contact form to receive a sample sales effectiveness and improvement analysis (SEIA) report! Together, we can assess how your company is doing, what potential it has, how to realize this potential, how long it will take along with expected gains. We’re here to help you determine the best way to achieve your goals.

How KPIs Provide Feedback for Your Business

In recent months, we’ve written about pipeline(s), CRMs, and a common language for your sales team and its efforts. Let’s take a look at the importance of KPI’s – Key Performance Indicators. Which ones are you using: are they leading or lagging ones and how do they help with managing or enhancing your sales performance and efforts? 

In the most basic sense, KPI’s provide feedback:

• About results
• About results as compared to a goal
• About the strength of your pipeline
• About the level of sales activity with your sales team and its members
• About the effectiveness of your sales process
• About how well your sales process is being followed
• About where sales process elements are not being executed well
• About how well each sales team member is doing, what they are doing well and where their performance could be positively impacted 

Sales success is multi-dimensional and has many facets. A client we worked with a number of years ago was super-frustrated with the results they were achieving. Their sales had plateaued and had been stuck at the same level for about 6 months. This was not only frustrating, but unfortunate as they had a goal to increase sales by 25% and their efforts to do so were landing well short. 

See what our early evaluation of their sales efforts indicated on our website!

Sales Management and a Sales Coach for Your Southeast Michigan Sales Team

As business and sales coaches in Southeast Michigan, we’ve helped many local businesses get their sales process and efforts on track. If you’re not happy with how your organization’s sales function is doing, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI’s you’re using. So don’t wait - proactively evaluating your entire sales function will lead to better results. 

Are you ready to begin your journey?

Are you ready to build a sales-focused organization with a high performing sales team and an effective sales management solution? 

Call us at 248-468-7400 or fill out our contact form to receive a sample sales effectiveness and improvement analysis (SEIA) report! Together, we can assess how your company is doing, what potential it has, how to realize this potential, how long it will take along with expected gains. We’re here to help you determine the best way to achieve your goals.