Goals and metrics are not the same thing.

Goals indicate a desired result. Metrics measure progress toward the goal. Metrics can also measure the activities necessary to drive results such as the number of initial calls a sales rep completes each week or the number of presentations a rep delivers each day. A good manager puts metrics in place so that she can see immediately when performance or results are slipping.

Metrics must be measurable and easily understood by both the sales reps and the manager. Equally important, metrics must be readily available. Ideally, performance metrics should be available to the rep and manager in real time. The sooner feedback is provided to a performance event, the more reliably the sales rep will relate the results to her actions and stay on the path to success.

Wallace Management Group helps companies drive sales success. We can help you define your goal, develop your strategy, and put the metrics in place to measure your progress toward success.