Prospects vs Active Customers

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Sample Call Management metrics include:

% of Reps Complying with the Process
% of Successful Call Outcomes
Opportunity Management Process
If we string together a series of calls in pursuit of a single sale, then you have an opportunity. An Opportunity Management process helps salespeople plan and execute thoughtful approaches to long, complex sales. Often confused with pipeline management, this process is not an analytic exercise to pinpoint failures in a collection of ongoing opportunities; it is an assessment and planning effort to deliberately win an individual sales pursuit.

Sample Opportunity Management metrics include:

% of Reps Complying with the Process
% of Reps Using Supporting Tools
% of Objectives Met
Account Management Process
If there are multiple opportunities over time with a single customer, then we have an account. An Account Management process helps a salesperson assess their position within a key customer and coordinate among internal and external resources to grow the long-term value of that account.

Sample Account Management metrics include:

% of Reps Complying with the Process
% of Reps Using Supporting Tools
% of Objectives Met
Territory Management Process
If a salesperson is assigned a group of accounts or prospects, then nigeria telegram data they have a territory. Note that a territory does not necessarily have to be geographically defined. A salesperson could be assigned accounts that are chosen in many ways (industry, customer segment, etc.). Regardless, a Territory Management process helps salespeople and their managers decide how to allocate their time across a large group of customers.

Sample Territory Management metrics include:

# of Accounts per Rep
Sales Force Enablement Process
Finally, there is a Sales Force Enablement process. This process has the largest scope of all the processes and is very diverse by nature. Sales enablement activities include recruiting, selecting, training, motivating, coaching, rewarding, and providing tools that enable the sales force’s performance. This process is typically shared across several people and departments, including sales, HR, and finance.