The captain of the Titanic learned the hard way about what’s below the tip of the iceberg. Much like Edward Smith – that infamous captain’s name for you trivia buffs – sales leaders who focus their metrics attention merely on expense and results are only looking at what they can see, while failing to understand the implicationsof what they can’t.
Over the course of a number of past briefs that began with “Productivity: More Than Just the Topline,” we have gone to great lengths to differentiate between the concept of sales (a noun) and selling (a verb). A metrics framework that employs aspects of both components gives us a complete picture of the iceberg, so to speak; in this brief, we will define this framework, and dive deeply into the specific metrics we believe should be both inspected and managed to by sales leaders.
Complete the form below to access this research from DOMO:
