Breaking Bad Habits and Effective Sales Metrics

Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks.
Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down.
Analyze Mature Pipeline: For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing.
Core Metrics Dashboard: Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline.

This chapter focuses on the significance of addressing detrimental habits for sales leaders while trusting instincts during hiring. Key insights include efficient dashboards, CRM management, essential metrics, and a tactical onboarding plan for new sales representatives.

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