Q

Tools to help improve sales performance metrics

Looking for ways to keep track of sales performance metrics? Ventana Research’s Richard Snow has a few tips on how to measure metrics without too much assistance from IT.

I am interested learning more about how to keep track of my employees’ sales performance metrics. What should I keep in mind while researching my options for technology tools?

Our research shows that too many companies rely on spreadsheets to produce and track their sales performance metrics. These are notoriously unreliable, take a lot of manual effort to maintain and are prone to errors. Smart companies have deployed a specialized sales performance management system that automates the whole process and provides the necessary analysis of how sales is performing. The system should be easy to set up and run and should be configurable without excessive IT assistance.

This was first published in April 2010

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