When it comes to sales, choosing the right performance metrics is critical, but only half of the battle. Knowing how to evaluate/compare performers is just as important. Read the latest Steve Rietberg of GartnerSales in SalesMktMgmt here.
Sales operations and enablement leaders don’t know what efforts will deliver the best ROI.
Once that definition is agreed, then sales leaders can identify the supporting metrics that can be analyzed in a comparative manner. The CSPI calculation indicates how much an individual’s performance outperforms or underperforms their peers. This produces critical insights for coaching by showing which activities are contributing to and detracting from each seller’s overall performance, and by how much. Even more interestingly, CSPI calculations can show the seller how their over- or under-performance in each activity impacts their final revenue, similar to strokes gained in golf.
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