Identifying and tracking the right sales productivity metrics for your team is a key strategy for consistent growth and profitability.
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.
Reducing bad hires can save your organization thousands of dollars, help retain high-performing employees, and protect your workplace culture.
Jonathan Whistman Guest Columnist and Strategic Partner of Kinsey Management Closing is the culmination of all the time and resources your sales reps invest in clients over the sales cycle. Hopefully, sales reps have primed the customer by addressing pain points, overcoming objections, and clearly displaying the value of your product or service. Then, all that remains is to go in for the close and secure the contract. But closing isn’t as easy as extending your arm for a handshake and sliding a contract across the table. “Sales closing is binary by nature. You either close the deal or you
