Without a keen understanding of the ‘right’ metrics for your business and a plan to track them, it can be challenging or outright impossible to accurately diagnose performance and productivity bottlenecks that harm sales performance.
“In a crisis, metrics suddenly become a rare and precious commodity. Under pressure and faced with greater uncertainty, executives need data to manage risk; without the right metrics, they are forced to make decisions based on incomplete information.”
Sales productivity derives from complex interactions between many different factors around deals, conversion rates, and lifetime value. Sales productivity should be measured – and measured accurately. Here we look at the most important metrics you should use to measure your team’s sales productivity.
The year 2020 forever changed the way people think about work as the world learned how productivity
can be maintained and even enhanced when the workforce is remote. Remote work allows employers and
employees alike greater flexibility, from opening up the talent pool, to gaining more time in the week with the
absence of a commute. The popularity of remote work is here to stay, leading to an increase of managers
overseeing hybrid teams; a mix of people in an office and working remotely. As some employees return to
the office, the idea of managing a hybrid team can feel like a daunting task. The good news is that it doesn’t
have to be.
