Sales Performance Measurement
General Sessions
Tuesday, October 16, 2007 2:40-3:25 p.m.
 Measuring and Maximizing Sales Performance
William A. Schiemann, Ph.D., CEO, Metrus Group, Inc.
Why do most sales organizations suboptimize performance, given their high investments in recruiting, selection, training, and rewards? This session will present an alternative sales equity performance model, identifying key drivers of performance, retention, and customer loyalty. Learn how to optimize the overall sales performance cycle through the development of a strong sales equity performance model. Understand, from case examples, how to identify and measure the primary levers of sales performance. Identify why and how you may lose your best performers, and how to detect and correct before it happens.
Breakouts
Monday, October 15, 2007 2:55-3:55 p.m.
 Sales Performance Measurement: What Really Works
Dave Stein, CEO & Founder, ES Research Group, Inc.
Al Case, Principal Analyst & Research Fellow, ES Research Group, Inc.
This session provides the foundation of what is required for companies to implement sales performance programs (such as sales training and other performance improvement initiatives) and measure their resulting improvement results and ROI. Attend this session and:
- understand the metrics that are employed by best-in-class companies and the relationship between those metrics and behavior
- learn how to calculate the ROI on sales training and sales development
- learn how to evaluate, select and implement a sales performance improvement measurement program
Workshops
Tuesday, October 16, 2007 9:45 a.m. – 12:15 p.m
 Sales Metrics that Influence and Measure Sales Effectiveness
Dennis Chapman, CEO, The Chapman Group
Most leaders and sales professionals evaluate their performance by the sales numbers they post. While sales numbers are important measurements, there are additional sales effectiveness metrics ("predictive sales analytics") that when utilized and analyzed consistently can provide valuable insight into the future probability of achieving sales objectives.
This interactive session will explore the seven critical measurements that when measured on a monthly basis enable any sales leader to know months in advance whether sales targets will be met or exceeded: account loyalty index ; team effectiveness rating; team financial operating ratios; opportunity qualifier and improvement index; relationship penetration and alignment index; top account revenue improvement ratio; high value activity performance index. During this session you will learn how to establish an on-demand read of how effective your sales organization is through the use and evaluation of these critical performance data metrics.
Throughout the session, participants will personally experience these "on-demand tools" that determine the sales effectiveness of their sales team(s) and will leave with actual models and templates to employ immediately within their sales teams. Join Mr. Chapman and learn:
- the concept of a metric-based performance dashboard, as well as the metrics to include on the dashboard that will provide optimum value to an organization
- how to develop, communicate, and measure any metric within their organization
- the potential challenges associated with implementing a metric-based program and learn how to launch metrics (what, how, by whom, and when) within their organization
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