Brief: Using Performance Metrics to Build the Selling Skills That Matter

Selling organisations need a way to use their performance metrics more effectively.

Data can tell sales and enablement leaders what is happening, but rarely can it tell them why something is happening. Knowing the “why” means understanding what selling behaviours drive key performance metrics.

By making the link between metrics and behaviour, it’s possible to identify and prioritise the behaviours that have the greatest impact on the organisation’s strategy.

In our piece, "Using Performance Metrics to Build the Selling Skills That Matter," we show why connecting metrics to behaviours has been challenging and how to do it.