Gartner Research

Develop Key Performance Indicators to Align Sellers With Changing Sales Strategies

Published: 07 June 2019

ID: G00390152

Analyst(s): Steve Rietberg

Summary

Sales operations leaders can drive alignment of sales execution with changing sales strategies by combining key metrics and tailoring views for different sales audiences. Delivery time can be minimized by leveraging existing data and reusing key performance indicators.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Align Seller Behavior With Sales Imperatives by Defining and Combining Appropriate Metrics
  • Deliver KPIs Efficiently by Reusing Metrics in Multiple Tailored Views
    • Build a Seller Summary Report to Clarify Expectations and Measure Individual Performance
    • Deliver Manager Views That Quantify Team Performance and Enable Cross-Team Comparisons

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