Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

Key Performance Indicators - what works, what does not, and where to start This week we have a listener question from Jared in Florida.  Jared is questioning the KPIs that are being measured by the organization and wonders how to determine if you are measuring the right things. We discuss some common errors when creating KPIs, general best practices, and some practical examples.  We also discuss how KPIs can be established outside of sales, and be used to measure other aspects of the organization's success.   When we think of these metrics we usually begin with the end in mind.  We identify the desired behavior(s), desired state, and some of the key milestones that are necessary to demonstrate progress.  It is important to understand what we expect to see to indicate success. KPIs provide a data-driven measurement of performance that goes beyond feelings or intuition.  When tracked consistently, they provide a great look into the rearview mirror as well.  Year over year, quarter over quarter, month over month