The KPI Trinity

Building Great Sales Teams

This episode of 'Building Great Sales Teams' is a solo discussion on the importance and management of Key Performance Indicators (KPIs) in a sales program. Doug explains that KPIs serve as essential tools for tracking production and accountability, similar to bumper rails in bowling. He introduces three major KPI categories: prospecting activity, pipeline conversion, and sales, each with its sub-categories. The conversation covers the significance of tracking and measuring various sales activities, including knocks, calls, emails, and referrals. It also delves into the importance of data-driven decisions, regular tracking, and how to use KPIs to improve individual and team performance in sales environments. The host shares his excitement for an upcoming win rate quarterly event where these topics will be elaborated further and encourages the audience to implement these strategies in their businesses.

Chapters

• 00:00 Introduction to Building Great Sales Teams
• 00:38 The Importance of KPIs in Sales
• 02:21 Inspiration and Coaching Experience
• 03:51 Overview of Major KPI Categories
• 04:40 Prospecting Activity KPIs
• 06:08 Pipeline Conversion KPIs
• 16:14 Sales Metrics and Their Importance
• 21:33 Recap and Final Thoughts
• 23:31 Closing Remarks and Call to Action

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If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com
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