Understanding & Utilizing Sales Analytics - Topics

Purpose of Sales Analytics

     Key Performance Indicators (KPIs)

     Leading versus Lagging Indicators

Leading Indicators

       Categorizing & Prioritizing Leading Indicators

       Utilizing CRM

       New Client Prospecting: Quantity versus Quality

       Close Ratios

Lagging Indicators

      Gross Sales Figures

      Trends

      Client Retention

Modifying Areas of Concern

      The 4 Components of a Successful Salesperson versus Results

      Prescriptive Coaching