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

Selling organizations 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 behaviors drive key performance metrics.

By making the link between metrics and behavior, it’s possible to identify and prioritize the behaviors that have the greatest impact on the organization’s strategy.

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