One consistent problem in businesses and sales teams is a lack of focus on sales measurement, replaced with a focus on other activities or outcomes which seem more immediate and compelling, but which actually don’t result in money in the bank which ultimately is what every business needs in order to continue operating, paying its staff and serving its customers. The biggest problem of all is measuring only long term results, which your team can do nothing to affect today. By revisiting the basics of sales metrics, you can improve your focus on the activities that really make a difference.
