Sales Center of Excellence - Events

Analyzing Leading Indicators to Revenue and the Difference Between KPI’s and Metrics

Event Date

October 20, 2021

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Event Time

03:00 PM EST
03:00 PM

It’s easy to analyze the end result of a sales team or professional: revenue. However, when you’re targeting the whales of enterprise sales, this is a not an indicator. It’s simply the end result of months of hard work. But how do you manage your team appropriately between now and their next deal? How do you know they’re on the right track, other than simply by what they tell you? It’s a matter of looking the difference between KPI’s and Metrics. Look at leading indicators, not trailing results. We’ll discuss the reports you must have, what you should be measuring, and the concept of 90 Day Rocks you can hold your team to during your meetings. From there, we’ll dive into what metrics are overkill or superficial. Is it really important to track active volume? It depends on the situation. We’ll dive into each of these and provide a Q&A opportunity for you to get expert insight.

Trainer Information

Max Warren

Max Warren began his career as a technical sales leader in the D.C. metro area.  He has led sales teams for a number of telecommunications companies and Managed Services Providers across the United States. His ability to scale revenue and understand the complexities of business comes from the three businesses he has been Co-Founder of.

Over the course of twenty-three years, Max has honed his expertise in optimizing sales processes, technologies, and enablement systems. As a seasoned entrepreneur and sales leader, he is passionate about helping sales teams navigate challenges, develop playbooks, and ultimately grow their companies. Join Max every Wednesday at 3pm EST to learn how to make your team an efficient, lean machine with the right sales operations in place.

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