The Truth About Sales Metrics and KPIs
Melanie French
Fractional CRO | RevOps | Sales Strategy | Building High Performing B2B Sales Teams | $20-$100M
Let's talk about something I see constantly in complex sales organizations…the metrics mess.
Here's what typically happens ??
Most companies struggle because:
CRM data isn't reliable
Everyone's tracking different things
Reports are scattered across spreadsheets
Systems aren't properly integrated
No single source of truth
But here's what's really happening: They're treating KPIs as a solution rather than a tool.
??Before you can measure effectively, you need:
Clear sales process definitions
Standardized data entry
Proper system configuration
Team buy-in and training
Consistent execution standards
??Focus on metrics that:
Drive behavior
Predict outcomes
Identify bottlenecks
Show true pipeline health
Enable better decisions
??Your metrics should:
Flow automatically
Update in real-time
Connect across systems
Drive actual decisions
Enable better forecasting
??Write this down: Numbers don't improve performance.?
Systems do.
The point isn't just to track numbers.?
It's to build a system that:
Stop collecting data. Start building insights.
Ready to make your metrics matter? Let's talk.
Performance Consultant: - Business Development: Complex Sales - Racket Sports: Tennis, Pickleball, - Innovative Thought Leader: Revolutionizing Leadership Model for the Modern Workforce
1 个月Interesting. And I certainly agree that the data entered into CRMs are usually incomplete.