When I discuss sales organization metrics with CEOs, two things regularly come up. First, I’m surprised at how narrow the metrics are that they are measuring. Second, CEOs are surprised at how little they actually know about what’s happening in their revenue pipeline.
Are You Paying Attention to the Right Sales Metrics?
Four indicators that will give executives a clearer picture of the revenue pipeline.
July 07, 2021
Summary.
Executives are responsible for the future value of any business. So, having a useful dashboard of leading indicators that are predictive of the overall health of the revenue stream is a valuable asset. Rather than “measuring to prove” with the typical data found in forecasts, take a rigorous, in-depth look at what could be improved within your sales process. There are likely specific measures of progress that are particularly meaningful to your business, where a healthy revenue stream can be shored up with the right interventions at the right time.
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New!
HBR Learning
Strategic Thinking Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Strategic Thinking. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Make thinking on a bigger scale second nature.