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Do you know your own activity ratios? I mean, do you really know them? Every sales rep I’ve ever met knows how they stand relative to quota, down to the penny. And it seems like they have instant recall of their performance, bookings wise, for every single month they’ve ever worked. “Oh yeah, September 2008? …

There is a world of metrics available to you as a sales leader for measuring your sales team. You might have infinite appetite for metrics in order to analyze your team’s performance. Yet it is critical that you limit the number of metrics that you use incorporate into your salesforce reporting since your reps and …

Here at InsightSquared we stress that sales leaders should measure their team using Salesforce.com data, but it’s important to understand why you are tracking these metrics. You then need to determine whether your metrics effectively meet their purpose. Trish Bertuzzi, President and Chief Strategist of The Bridge Group, Inc., brought up a powerful point in a recent …

Sales chatter is what every manager wants to hear walking through the door first thing in the morning. Calls are a leading indicator of how your team’s sales funnel is shaping up, so it’s important to set monthly goals for activities. Recently a vibrant LinkedIn discussion got us thinking – is total talk time a …

Analytics aren’t just simply numbers to collect and throw on a PowerPoint deck anymore. They’re your competitive advantage. Tech Republic believes acting quickly on operational data often results in “improved selling efficiency and enhanced profits.” Hard sales data closes more deals, but just collecting data points is not enough. As a manager you need to …

A recent study by Taleo entitled “The Business Impact of Talent Intelligence” illustrated a major pain point of HR practitioners: “Top performer retention and productivity metric are the most sought after metrics among the eight performance management and compensation metrics. As was the case with the other metrics rated most important, the access and reliability …

A key part of monitoring your team’s efficiency are Activity Ratios. Ratios help you troubleshoot funnel conversion issues, for example. Mark Roberge (VP Sales @ HubSpot), in a guest post on David Skok’s (VC @ Matrix Partners) blog, describes his ratio analysis in-depth, give a bunch of great best practices, and even shows their home-made …