Sales Performance Metrics:
1. Specific quantifiable & trackable
2. Blend efficiency & effectiveness indicators
3. Linked to Customer Requirements
4. Linked to Strategy Sales Goals
5. Practical to Measure - Data Collection and reporting
6. Able to influence the desired behavior
Key Result Area (KRA): is a critical "must achieve" performance category for an organization.
Key Indicator (KI): is a specific measure which helps determine how well you are performing in a given KRA
Measuring ROI is an eight step process:
Identify corporate KRA's
Link functional strategies to sales process
Map the sub process
Define the management reporting system
Implement continuous improvement process
Identify Corporate KRA's:
Innovation of new products and services
Link KRA's to Customer
Share of Customers
For more information on CRM ROI, check out searchCRM's Best Web Links on Measuring ROI.
By submitting your email address, you agree to receive emails regarding relevant topic offers from TechTarget and its partners. You can withdraw your consent at any time. Contact TechTarget at 275 Grove Street, Newton, MA.
Dig Deeper on CRM ROI
Related Q&A from Bob Thompson
How many user agents (both clients and server) can participate in a SIP conference? And how many in an H.323 conference?continue reading
Will vendors really give up proprietary protocols in support of SIP or at least find a way to coexist? Expert Bob Thompson offers his perspective.continue reading
What does it mean to be truly SIP based?continue reading
Have a question for an expert?
Please add a title for your question
Get answers from a TechTarget expert on whatever's puzzling you.