The ability to track sales metrics and KPIs is the closest thing that sales leaders get to having a crystal ball. The right metrics can instantly reveal which reps are most active, which are most efficient and which need additional coaching in order to hit goals. But beyond merely revealing insight into reps’ performance, tracking […]
After a recent call to the customer service department of a major airline, I was presented with a single simple automated yes/no question: “If you ran a customer service department, would you hire the rep who just helped you?” My answer was a resounding yes, but it presented an interesting question. From the inside of […]
For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was The Bridge Group’s West Coast General Manager, Sally Duby. Not only do you need to track and measure the number of prospecting calls/emails, but also how many […]