Sales Best Practices Benchmarking Study

While benchmarking has been in vogue for years as a continuous improvement discipline, it is still relatively new to sales. Some of this comes from a lack of common language, definitions, and metrics across sales organizations, and some from a historical aversion or inability to measure top-line revenue influences to the same degree as other cost-centric functions. The critical path to moving forward has to be simple, not complex:

• Choose a small number of highly relevant metrics to measure
• Create an internal baseline on those metrics, with a commitment to measure consistently over time without changing the definitions or metrics
• Report on the metrics and making them visible
• Create actionable improvement plans based on the results

To learn more about benchmarking your company against the practices of the Winning Sales Organizations, please contact us.

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