From the course: Managing Your Sales Process
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Define metrics for success
From the course: Managing Your Sales Process
Define metrics for success
- Now that you have your sales process steps defined in a clear way to document your process as your prospect flows through that journey, it's important to ensure that you can properly measure success within each step. This will allow you to know in real time what steps are working well versus areas that may be causing bottlenecks in your success. Now in your first step, the prospecting stage, an easy way to measure this step is simply the total number of prospects that are entering your funnel, and of those, how many are qualified based on your definition of qualified leads. In step two, the connecting or making initial contact stage, it's a good idea to map out what quality initial engagements look like, as well as how many qualified engagements do you expect will produce the best results downstream in your process. You may determine that you need a hundred leads to come in at step one, the prospecting stage, but…
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