Measurement doesn't merely report on performance—it improves it!  

Companies hire us to measure and improve their return in many areas of the sales process.  What they chose to measure determines where we put our emphasis to improve sales performance. Here are some hard and soft measures we recommend, monitor, and use as a basis for improving performance:

Hard Measures:

  • Retention of talented salespeople
  • Retention of accounts
  • Revenue growth compared to your industry
  • Exclusive business by accounts and dollars
  • Conversions to Key Account levels
  • Performance in your own sales metrics




Soft Measures:

  • Job titles of the individuals your salespeople are calling on at your accounts
  • HOW clients are using you, your products, services, resources, and capabilities
  • Improvements in the quality of your sales people's written proposals
  • Sales and support staff feeling a greater sense of self-esteem and purpose in their work
  • Job titles of the individuals your salespeople are calling on at your accounts

  • Contact The Center for Sales Strategy for help with measuring and increasing your sales performance.