Gartner Research

IT Services Sales Metrics and the Sales Dashboard

Published: 10 October 2003

ID: G00117596

Analyst(s): Michael Haines

Summary

Identifying key sales results for measurement and establishing industry benchmarked dashboards are critical to the success of IT services sales organizations.

Table Of Contents
  • IT Services Sales Organizations Need to Gear Up for Improved Accountability
  • Methodology
  • Demographics
  • Categories and Types of Sales Results Measured by IT Services Companies
    • Measurement at the Corporate Level
    • Measurement at the Sales Management Level
    • Measurement at the Salesperson Level
  • Average Metrics of IT Services Companies: The Numbers
    • Industry Average Metrics at Corporate Level
    • Industry Average Metrics at the Sales Management Level
    • Industry Average Metrics at Salesperson Level
  • The IT Services Sales Dashboard
  • Gartner Dataquest Perspective
    • Gartner Dataquest Recommendations

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