Best Practices in Sales Performance Improvement: Sales Productivity Metrics and Key Performance Indicators

Table of Contents

• Table of Contents
• IDC Opinion
• In This Study
  • Methodology
• Situation Overview
  • The Current State of the Art
  • Most Commonly Used Metrics and KPIs
    • Actual Versus Planned Results - Performance Monitoring Indicators
      • Upstream Indicators
      • Quality Indicators
      • Strategy Indicators
      • Productivity Indicators
  • Best Practices
    • Process and Governance
    • Process Improvement
    • Data Quality/Integrity
      • Vendor Best Practice - HP' s "Pipeline Data as a Corporate Asset"
    • Technology
  • A Model for Metrics in Sales Management
    • The IDC Sales Metrics Model
    • The IDC Model for Sales Metrics
      • Pipeline
        • Quantity
        • Velocity
        • Quality
      • People
        • Existing Resources
        • Recruiting, Development, and Retention
      • Process
        • Quality
        • Process Cost
• Future Outlook
  • Metrics to Become Increasingly Predictive
• Essential Guidance
  • Actions to Consider
• Learn More
  • Related Research
  • Synopsis