Systems & KPI's

Most businesses do a pretty good job of measuring results, but they typically struggle to come up with strong Metrics (KPIs). Results are important, but you can’t manage results. What you can manage are the activity and effectiveness measures that drive results. That’s where the most powerful Metrics are usually found.

Forward Focus

Every business is different. There’s no one set of KPIs that works for everyone. However, there are a few rules that companies can use to help them select the right ones for them.  Get started with our Sales Leader Toolkit Learn More

Don't focus only on lagging indicators

Lagging indicators consists of output or outcome metrics, such as month to date revenue, profit, and deals won, labor cost per unit (no); essentially anything that is a result.

Do incorporate leading indicators

While lagging indicators are necessary, they have some limitations. It’s why they are often paired with leading indicators, which are behavioral measures.

Don't have too many KPIs

While it’s tempting to track everything, it can lead to confusion. The more KPIs you have, the more difficult it is for your staff to know which to prioritise.

Do make it easy to understand what success looks like

When setting KPIs, keep it simple. Less often leads to more. For example, focus primarily on four KPIs:

  1. Discovery meetings this week.
  2. Proposals presented this week.
  3. Discovery meetings booked for the week ahead.
  4. Proposals booked for the week ahead.


Membrain* includes a pre-configured CRM and sales enablement system, including e-learning, process guidance and how-to's, which will help your salespeople execute best-practices to consistently take prospects from the first contact to close.Learn More

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