Which Numbers Matter? The Formula That Predicts Sales Success and Improves Team Performance
About this episode
Kelly Riggs discusses the importance of measuring the right sales metrics to improve team performance and success.
Sales managers love dashboards, reports, and KPIs—but are they measuring the numbers that actually improve performance? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training , Kelly Riggs uses an unexpected comparison to the NFL to explain why some statistics predict success while others simply record history. Looking at championship football teams, Kelly identifies the key performance indicators coaches prioritize and shows how those same concepts apply to sales leadership. You'll learn why managing lagging indicators and activity metrics often produces disappointing results, and why a structured sales plan creates a much stronger foundation for consistent growth. Kelly also explains how common sales "turnovers" cost organizations deals every day, why advancing qualified opportunities through the sales process is similar to converting third downs, and how improving your "red zone efficiency" can dramatically increase win rates. The conversation also explores one of the biggest mistakes sales organizations make inside their CRM systems: bloated pipelines filled with opportunities that have little…
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