EcSELL Institute defines this Pillar as the analysis of key performance indicators for tracking sales productivity and sales effectiveness. This Pillar involves using these sales performance indicators to direct education, sales training, and sales planning.
EcSELL Institute conducted a study that showed 87% of Sales Managers believe that Sales Analytics and Sales Performance Tracking has a profound effect on productivity, yet only 56% rate their sales management teams as "strong" or "very strong" in this area.
There are a wide variety of tools available to track your sales reps' performance, but it is most critical to understand the correlation between key performance indicators and productivity. This is where a membership with the EcSELL Institute becomes essential! We eliminate the guesswork and the time required to making connections such as these. More importantly, we offer the wisdom of many possible solutions, not just a single suggestion, so you can control the direction of your department.