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
Poor, biased hiring selections due to vague ‘intuition’ and face-value likeability are an unimaginable waste of time and money. All other efforts are in vain when a company suffers from subpar job performance and high turnover. The solution is relying on objective assessments, sound logic, and reasoning to reliably find and appoint genuinely distinguished, suitable people.
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.
In sales, the competition to find and win over the most skillful sellers is as consequential a priority as any. The revenue-producing power of the most capable salespeople can fuel entire sales forces and companies to the next level. To locate, engage, and hire more of those hard-to-find game-changers, hiring managers and recruiters must be keenly perceptive and compete with other potential employers for top candidates’ attention.