Precision Measuring of Sales Performance

The KPIs

In this white paper, Nikolaus Kimla explores the vital necessity of using the right KPIs when measuring sales performance.

In life, some understanding of the past and some perception of what the future is to bring are good to have. They bring stability and happiness to living. In business these factors are vitally necessary—the less precise they are, the more risk involved. The more precise, the more risk is minimized.

It is only through a constant analysis of the past—and based on that, a prediction of what should happen in the future—that a business can mathematically understand where to allocate resources and funding. This analysis is brought about through the technology provided by today’s digital world. And as we’ve seen since the turn of the millennium, that technology can either pave the way for a company’s success, or (if the company refuses to adapt technology) push it out of the way.

So a digital aggregation of indicators is crucial. The analysis of the past is done through lagging indicators. The accurate digital prediction of the future is conducted through leading indicators.

  • Lagging Indicators: The KPIs with which you examine past performance are lagging indicators. It is with these that you answer the question: How did we do?
  • Leading Indicators: Out of the knowledge of lagging indicators, you can then formulate leading indicators. Leading indicators are designed to show you, as you proceed toward a target or quotaQuota Quota is a predefined benchmark indicating the amount of sales a selling unit such as a sales rep or a regional sales team should achieve within a given period, often used as a measure of success, performance and eligibility for commissions and other rewards., exactly how you’re doing.

Pipeliner CRM Performance Insights

A great combination of leading and lagging indicators was created for a Pipeliner CRM feature called Performance Insights. Performance Insights was created for efficient sales performance management, and greatly simplifies yet makes far more powerful this aspect of sales management. The Performance Insights feature utilizes 5 KPIs.

Download this white paper and learn more about how Pipeliner CRM helps you precisely measure sales performance.

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Additional Resources

ebook cover the pipeliner mission win together

This ebook is on the subject of “Win Together.” It falls under the same context as“win-to-win” described in my book Network Selling: Guarantee Success for the Digital Age. Today, this aspect of sales is more important than ever, and must also be part and parcel of CRM solutions.

“For some years I’ve been saying that, as a society, we’re in the midst of a transformation. Given what’s happened in the last couple of years, there’s no one left who is disagreeing with me! It’s become very obvious.”

Nikolaus Kimla CEO of Pipeliner CRMNikolaus Kimla, CEO at Pipelinersales, Inc.

A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when it comes to emotions. But just as with our Network Selling model, E.Q. isn’t just for sales, either. It’s actually the missing factor in human interactions, for confrontation—a common “tool” in human interactions—doesn’t actually handle anything.

“You can have everything in life you want if you will just help enough other people get what they want.”

Zig Ziglar