World-Class Sales Metrics:
Measuring and Managing for Results
How do world-class companies align their organizations to achieve their goals? By selecting the right set of metrics that communicate clear expectations and allow leaders to proactively manage their people. In this workshop, we will introduce you to the metrics-based management system that was revealed in a groundbreaking 2009 study of the metrics world-class organizations use to manage their sales forces. We will then examine your own company's goals and design a preliminary framework of metrics to enable better management.
Who Should Attend
- Sales Leadership
(CSO, VPs, Regional/District Managers) - Sales Operations
What You Will Learn
- The 3 types of sales metrics, and the 1 type you can actually 'manage'
- The 6 fundamental sales processes, and which few are critical to your sales force
- The 5 critical sales objectives, and how to link them to salesperson activities
- How to manage your sales force to achieve optimal influence and control
- How to design incentive plans that drive the right behaviors
What You Will Do
- Define your desired business results
- Select the business objectives that will lead to those results
- Identify any required changes in your sales force's behaviors to achieve your objectives
- Discuss implications for your sales force's training, tools, and incentives
- Create an action plan for implementing your world-class management system
This session includes a
follow-up conversation between each participant and facilitator to
discuss progress against the action plan and make changes where
necessary.
Research Base: Go To Market Partners World Class Sales Metrics Study (learn more)
Duration: 2 Days
Location: Site of your choice
