Pipeline Progression & Digression
When it comes to managing a sales team, you’ll want to first ensure effort is being put forth by each sales representative to work his or her leads. Once that’s covered (Graphly has some great reports for measuring effort) you’ll want to take a close look at effectiveness. After all, efforts don’t pay the bills, results do.
“The money is in the list.” – Dan Kennedy. I’d add to Dan’s wise wisdom that the money is in a segmented list. Or said better, the money is in your relationship with a segmented list. If you’re applying demographic and psychographic tags to your list, you’ll love this new report.