Janek Resources: SPM August 2016

Winning Isn't Everything

"Winning isn't everything. It's the only thing." if you don't recall who said that, you probably have at least heard it in the context of an athletic contest, the courtroom, or business meeting. NFL Hall of Fame football coach Vince Lombardi said that and meant it. To this highly motivational and successful coach, there was only one way to do things—”The Lombardi Way.” That meant doing things right and focusing on the bottom line: winning. Many sales organizations demand this same type of excellence from their sales professionals. It’s an enviable trait; however, in the sales world, there is much more to winning the game than the final score. Although the final score may be important, even Coach Lombardi would want to know what the players and team did to win and do so as effectively as possible. 

There are two types of metrics or KPIs (Key Performance Indicators) most commonly used in sales: leading indicators, sometimes called “forward metrics,” and lagging indicators. To better promote sales effectiveness, a sales organization must focus not only on the outcomes in terms of sales performance, but also concentrate on how those outcomes were achieved. This article will explain how this is accomplished.

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