KPIs

Last week, I got this question from a webinar attendee while tying up my ROI from CRM webinar series with MDM: Are back-end or front-end KPIs more important? During my presentations, webinars and consulting jobs, I focus a lot on the front end of the sales cycle.

Read the previous article in this series on developing competitive advantage: 1 + 1 = 4 – Team Selling is the Answer

What is your competitive advantage? No, really! What is your competitive edge? Sounds like a simple question, and when asked, most distributors, reps and manufacturers answer pretty quickly and predictably. If your goal is to excel in a competitive market, continuous attention to systems, methods, and processes that offer a competitive edge is essential. This series of articles focuses on areas proven to give companies a real competitive edge, yielding measurable results. These methods and processes must be things you and your team can focus on – and control – internally. Excuses related to external factors such as the economy and industry softness need not apply.

The topic for this article is KPIs for ROIs: Sales-Focused KPIs.

First off, what are KPIs? Key Performance Indicators. Everyone is trying to get their arms around the KPIs in their businesses. Sales-focused KPIs are those that I find most companies are not focused on.