Business management expert, Peter Drucker, said, “What gets measured, gets done.” Our industry has many measurable benchmarks, referred to as key performance indicators (KPI’s), and these can serve as a starting point in establishing goals. Setting measurable sales goals for our comfort advisors or selling technicians will ensure they know what is expected and you then have a basis for performance rewards or performance coaching.
Here is a short video from my NEW Selling with TRUST Platinum Edition DVD that discusses the most useful sales KPI’s. Disc 1 in the two disc set is an updated sales call with over 100 minutes of video examples and Disc 2 includes 17 chapters on various useful subjects including Sales KPI’s Explained.