It's normal, a few centimeters or a few seconds is all that separates the champion from the runner-up.
That's why athletes obsess over metrics, numbers and statistics.
And that's why the best salespeople also obsess over numbers.
Specifically, sales KPIs.
What are sales KPIs?
The term KPI (Key Performance Indicator) is translated into Spanish as Key Performance Indicator , and ultimately, it is about the numbers or metrics with which to evaluate the performance of an area.
In the case of sales KPIs, the commercial area.
Why are these sales metrics important?
In the best-selling book Fanatical Prospecting, sales consultant and author bulk sms philippines Jeb Blount tells an anecdote that is repeated in countless sales departments around the world.
Blount describes how one afternoon he went to talk to a salesperson at his company who was feeling a bit down.
The salesperson explained that his day was not going so well and he didn't think he was going to close any deals. Trying to figure out why, Blount asked him how many calls he had made in total today.
Later, when they dug deeper into the data, they realized that he hadn't even made 20 calls.
Upon further analysis, they discovered what had happened: after a bad streak of early calls and several abrupt rejections, the salesperson was spacing out his calls more and more.
That's not a problem. Best-selling salespeople have bad days, too.
The problem is that the salesperson had no idea that his performance was plummeting or why. By not following the numbers, I was blind.
