Measuring Sales… it’s Not just about Revenue
In my first sales job after college (many, many, many years ago), my first Vice President once said to me, “I don't care how many sales calls you make… as long as you hit your sales goal.”
And for him – because he was being judged on revenue – that makes perfect sense. But for the day-to-day management of salespeople, that’s a bad way to manage. Let me explain…
While the end goal is, of course, to generate revenue… it’s the steps in the process they get you there. Make no phone calls, send out no emails, deliver no capabilities presentations… and you'll generate no revenue. So clearly, sales activity is critical to sales success!
That means that one of the first directives of sales management is to help to develop the various sales activities of each of your salespeople. The better they can be at each of the specific tasks, the more successful they will be in the end.