4 Simple Rules Around Sales Methodologies and Metrics

Many of our "bloggers" have reached out on this topic of sales / strategic account managment methodologies and metrics - I think what everybody is seeking in these challenging times is the "holy grail" for sales revenue improvement.

Got an idea - as a methodology let's keep it simple -took 37 years of "making the number" for me to distill sales into 4 simple rules:

1. Doing the right things (hi-value activities) effectively (know what they are for your business)
2. Doing these right things (hi-value activities) to the right people (Decision makers/influencers)
3. Doing these activities the right number of times based on historical metrics that predict success
4. Ensure that these activities are executed by the right people (professional, skilled, informed, coached and motivated)

This is methodology!

As for metrics - I have often heard "you get what you measure"!

So Coach...

• What are we measuring?
• How are we using these metrics to influence and/or change our sales behavior?

Any other ideas and/or wisdom to help us all "Make the Number" in these challenging times!