When we chart intermediate conversion steps through the end to end revenue cycle, we can see trends that help us with improving the overall sales process. Regardless of stage or team that is interacting with the prospect.
Metrics
Do you track Customer Lifetime Value? What do you do with the info?
Customer Lifetime Value helps us understand a typical customer journey. Watching trends, or deviations from trend, can highlight points in time to improve engagement. Improving the value we both give and gain.
Be careful what you measure….
Using a data-driven approach is key to achieving our business objectives. We just need to take the time to make sure we understand our goals and what metrics can help drive them. There are plenty of real world examples where the objectives haven’t been achieved while side effect outcomes are experienced. So we have to make sure our data-driven approach is robust. It will help us to move in the right direction.
So what is a Metric anyway? And why does it matter to Sales?
We are probably the most tracked and measured people that ever walked the planet. And if you listen to the internet-of-things people, it’s actually only going to explode from here on it. Yet, awash in a sea of data are we really tuned into what this does for us. Now don’t get me wrong. I’m […]
Only the people who love us tell us when there’s food on our faces
Outside of your circle of long standing customers it can sometimes be really hard to get solid actionable feedback that can help improve our businesses. Yet, one of the best ways to get quick wins in business is to be able to quickly and proactively respond to constructive feedback before it turns into an escalation that also needs damage repair. It’s also important to not fall into the trap of only listening to the squeaky wheel.