KPI, Key Performance Indicators. All great salespeople understand what activities it takes to succeed. And they measure what they do to be sure they are on target. KPI’s are the score card salespeople use. So what are the key performance indicators for you?
KPI In Selling
Selling is a numbers game. Great salespeople know the way to achieve the ultimate goal is to set and achieve activity-based goals. They have written goals and intermediate objectives. Activity-based goals are targets set on goal achieving actions the salesperson has control over. Great salespeople track their KPI. They know which activities pay off and how many times they need to do them to be successful. So here are the typical KPI’s for a salesperson tracked over a convenient time period: dollar value of sales, number of sales won, number of qualified prospects, success rate of appointment setting and number of prospect or customer contacts….