Title: 12 High Velocity Metrics That Actually Drive Sales (Also called the Free Cheat Sheet)
Published by: Inside Sales
Author: Ken Krogue
Length: 2 Dynamic pages with the road map for sales success
SLMA Score: Three out of four stars. Short paper. Not much on what to do about the implied problems. Strong scent of self-serving here. But it delivera on the 12 metrics list, but doesn't help you to decide what is a good score with a few exceptions. Could be much better.
Highlights: This is shortest and most comprehensive 12 item list for metrics that drive sales I have seen for a sales manager.
The list tells you what should be measured. The “how”is up to you. I would have liked to see Ken’s answers about best practices in addressing these “High Velocity Metrics” but maybe that will come in another white paper.
I downloaded the white paper and printed it. The printer had just stopped humming when an inside sales acceleration consultant, Jimmy Cluss (510) 606 9246 called me to see if I had any questions about the white paper, etc.
Which brings us to the first of the high velocity metrics:
“How fast does your sales team respond to leads?”
I guess they walk the talk. The other 11 metrics are just as succulent and worth reading and using as a guide.
Recommended for: CSO, Inside Sales Management, Presidents, Marketing Management.
Disclaimer: This review was conducted independently without the advice or consent of the publisher. Inside Sales is not an SLMA sponsor, however many of their executives have been named to the lists of the 50 Most Influential People in Sales Lead Management.
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