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TV #SalesChats / Sales Management / Feb 7, 2018 / Posted by Jason Jordan / 11077

#SalesChats: Sales Metrics that Matter, with Jason Jordan


Sales Metrics that Matter in 2018
#SalesChats: Episode 45

Most organizations measure and examine sales metrics. But if a company isn’t tracking the right metrics, or using the metrics incorrectly, it can create complications and make it difficult to improve. Jason Jordan discusses sales metrics that matter in this #SalesChat, hosted by John Golden and Martha Neumeister.

Jordan explains:

• The specific metrics to look at when examining sales measurement and getting your team focused on the right things
• The importance of narrowing down the metrics you utilize
• Limiting the reporting and focus on the things that are important for better sales performance
• Stop focusing on what happened, and start examining what you can do to move forward so you don’t repeat the same problems
• Be focused on the right things that sales reps are doing, instead of the bad things they are doing
• How to look at the metrics and use that information to improve results
• Pinpoint what you want to change, the behavior, or the outcome, and then explore different ways to best help make these changes
• The best ways to enact change using the frontline sales managers
• How to collaborate on creating an outcome
• Survey the sales people regularly and explore if they get the right coaching from their sales managers; place metrics around sales managers
• The fallacy that successful salespeople will become successful sales managers

Our Guest

Jason Jordan

Jason Jordan

Jason is a recognized thought leader in business-to-business selling and conducts ongoing research into the management best practices of world-class sales forces. Jason’s extensive research into sales performance led to the breakthrough insights published in the book, Cracking the Sales Management Code (McGraw-Hill, 2012). For 20 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, telecommunications, consumer products, health care, and hospitality. As a popular speaker and writer, he is a frequent contributor to the Sales Management Association, Harvard Business Review, Sales & Marketing Management, Forbes, Entrepreneur,, and other industry groups.

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Our Hosts

John Golden

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Martha Neumeister

Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

About Author

Jason Jordan is a partner at Vantage Point, focusing exclusively on sales manager training, and is a recognized thought leader in B2B sales. Jason is also a best-selling author, and his articles have been published in Harvard Business Review, Forbes, Entrepreneur, and many others.

Author's Publications on Amazon

Based on one of today’s most popular sales training programs "Crushing Quota" breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job.
Buy on Amazon
"Sales Insanity" helps you avoid the disastrous outcomes of bad sales behavior. It reveals the things you should never do under any circumstance, because these actions always cause you to lose sales.
Buy on Amazon
Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement…
Buy on Amazon

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