KPIs

What Key Performance Indicators (KPIs) are we using to manage our sales organisation? One thing is to generate and follow-up results based on past performance – this is rarely a problem. But if we wish to understand what business volume sales will generate in the future, a whole new set of KPIs needs to be used.

• What are relevant KPIs for your organisation? How can we generate them in an efficient way?
• What are reasonable target levels and follow-up procedures for these KPIs?
• With relevant KPIs your company will get an early indication on how well you will succeed. Furthermore, it will give you an opportunity to correct and re-direct the sales force, in order to ensure that the results will come.

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