The Case for Benchmarking Your Sales Data
Every good sales manager tracks important numbers like sales rep turnover, customer share of wallet data, pipeline-to-sale ratios, and more. But knowing those numbers and knowing what to do with them are two different things entirely. For instance, if your turnover is 48%, is that good or bad? How does it compare with the figures at other companies in your industry? Is it an area you should be focused on or are there other issues that would provide a greater return on the investment of your time?