Sales Metrics to Focus on in Tough Economic Times
June 9, 2008
Measuring the Dollars in the Door
What do you measure to predict future sales performance? Is it the number of cold calls made? The number of face-to-face visits? The number of opportunities in the pipeline? Those gauges are important to monitor but how realistic is it to rely on them to forecast sales? Do those measurements actually help you figure out “the dollars in the door”?
In this episode Joe and Mike talk about the pitfalls of relying on traditional methods of predicting sales results and in some cases how measuring them can negatively impact your sales. They will also discuss what sales people and sales managers should be looking at and offer a method to determine if you are focusing on the types activity that will lead to “the dollars in the door”.
Listen to this weeks Sales Podcast
Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.
MP3 Stream 
Download MP3
Sales Podcast and Sales Blog
This weeks Master : Tim Sullivan from Sales Performance International
Tim brings over 20 years of sales, marketing and management consulting experience to his role as director of business development at Sales Performance International.He has extensive experience in development and marketing for advanced sales methodologies.
Notes:
We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
Get Both for only $19.99
Check us out at the Five Sevens Blog
Link to the Power Point presentation Selling in a Down Economy on Slide Share
Column Headings mentioned on the show…
In the first column put the company name
Relationship factor (vendor - Valued supplier - Trusted advisor )
Were you hunting or farming?
Next column put the purpose of the call
Is there an active opportunity Y N
The value of the active opportunity
List the main (top) contact you met with
Role in the sales cycle recommender decision maker authorizer etc
What specifically did you accomplish
What actions items do you have coming out of the meeting
What actions items does your Customer have coming out of the meeting
Sales Podcast and Sales Blog
SalesRoundup.com
Related posts:
Posted in Management, Podcast
