Processes and cannot be managed

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For example, a sales manager cannot direct a customer to hand over a higher share-of-wallet (a Sales Objective), but they can direct their salespeople to increase their account planning activities (a Sales Activity) which should ultimately affect the share-of-wallet they receive from their customers. Sales Objective metrics have a high value in diagnosing problems and planning future Sales Activities. They help you to measure what you’ve achieved, determine what you want to accomplish, and decide how you need to change your processes to make the new Sales Objectives happen.



Unmanageable Metrics: Business Results Our final category egypt cell phone number list of metrics we observed, Business Results, include very high-level outcomes, often at the enterprise level. Business Results have no direct relationship to Sales Activities or directly. Business Results can only be influenced by achieving certain intermediary Sales Activities that are driven by Sales Objectives that lead to desired Business Results. For example, a sales manager cannot directly affect market share (a Business Result), but an increase in customer share-of-wallet (a Sales Objective) should lead to an overall increase in market share.