AA-ISP SE Michigan Chapter Meeting - KPIs and Inside Sales Discussion

June 22nd, 2017

5:30pm - 7:00pm EST/EDT

6300 Interfirst Drive, Ann Arbor MI (View Map)

Title: How the Best Inside Sales Teams Use KPIs (New Research) Description: CSO Insights recently released its first-ever sales management study. The main takeaway? Quota attainment has decreased since 2012, and the missing ingredient is sales manager enablement. The research points to a very specific area that sales managers need to be enabled around: “...managing the right activities and coaching the related behaviors (leading indicators) that lead to the desired results (lagging indicators).” But which leading indicators should sales managers focus on? Calls? Building new pipeline? Meeting with VPs? LevelEleven’s research team analyzed 3,000+ sales KPIs being used by 800+ sales teams (with a special emphasis on inside sales teams) to find out. Leaders will walk away with an understanding of the most common KPIs used by the top inside sales teams, as well as how those differ with other selling roles. You will leave this session with a clear understanding of why a KPI-based approach to managing your sales team is important, a roadmap of how to define your own KPIs, and how to get them in place quickly.

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