There are lots… and lots… and lots… of measurements in Inside Sales. Some look at activity, others shine a light on behaviors, some are focused on results.
My first suggestion is to pick 3 that mean something to you AND you believe you have control over achieving:
* reach one = Good Day
* achieve two of the three = Great Day
* all three and it is an Excellent Day
The second one is to really understand what will BOTHER YOU if you miss it.
Last year I had a weird experience with a number; by nature I’m not typically competitive with other people… but “Rank YTD: 22” kicked me in the gut. Why? I honestly don’t know – other than emotionally I apparently want to be a number that begins with 1 not 2…
Would understanding that have made me work harder? I don’t think so – I have a firm understanding of what happened with my sales numbers last year.
I also have zero control over what other people sell (see my first suggestion).
Hence, the second suggestion to understand what will BOTHER you personally, and decide what really matters to you before it happens.
That will allow you to make good choices in what you measure for yourself.
This Post Has 0 Comments