The Difference Between Leading Sales Metrics and Lagging Sales Metrics
Unfortunately most sales teams are either confused about leading sales metrics or do not use them at all. Their sales teams feel like they are blind to what activities matter most.
The Value of Leading Sales Metrics
Because they are predictive and influenceable, leading sales metrics provide real-time feedback and enable sales teams to learn and adjust behaviors to increase their chances of achieving their sales goals. While they are often challenging metrics to identify and track, they are worth their weight in gold.
Wouldn’t it be great if you could measure the likelihood of sales before they happen?
Don’t just work through the selling process blindfolded, hoping to find your way. There are leading sales metrics you can apply that will help predict sales success and allow you to adapt your approach if you are not moving in the right direction.
An Example of a Leading Sales Metric
If so, measure those two leading sales metrics of success. They will tell you how a salesperson is doing during the sales process, predict outcomes and, when needed, allow for sales performance coaching to improve their chances of success.
The Bottom Line
Identify the critical few sales activities that lead to success for your specific sales strategy, target market and value proposition. Then measure, support and reinforce them at every turn.
To learn more about lifting the sales performance of your team, download The Truth about Sales Coaching’s Biggest Mistakes
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