Most sales organizations manage only to “laggard” performance metrics. Quota achievement is such a metric. But as important as this metric is, it is one that looks in the “rear-view mirror”, and represents the end result of a combination of good and/or bad selling competencies. Consequently, it is insufficient as a stand-alone management metric because it masks where real deficiencies exist, whether at the individual seller’s level or more broadly across the entire sales operation.
Adventace SMS™ provides a complete set of “leading” performance metrics. Leading performance metrics are those that give management the ability to measure the execution effectiveness of a very broad range of sales competencies.
Leading performance metrics enable Sales Executives and Sales Managers:
- At the organizational level, to pinpoint specific performance anomalies today that will impact achieving future objectives. They are then able to put in place the necessary proactive actions at any level of the organization to alleviate the problem before they have a negative impact.
- At the individual salesperson’s level, precisely identify performance difficulties tied to any skill. The Sales Manager can then proactively help that Seller to measurably improve his or her ability in that skill. This results in dramatic improvement in seller performance, often unlocking their full potential.
Leading performance metrics can be used to assess, measure, and improve a broad set of competencies that include account planning, opportunity identification, prospecting, account penetration, solution development, sales call qualification, sell cycle control, sell cycle qualification, negotiating, and closing.