Does Moneyball Work for the Sales Force?
- September 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s funny – the way those statisticians arrived at the new baseball statistics are similar to the old sales metrics we used where we calculated the number of attempts, conversations, first meetings, presentations, and proposals required to close 1 deal. But those metrics are not enough anymore and attempts and conversations are no longer the default method for how sales opportunities come to be.
What if we included the following new KPI’s as the Sales Force’s version of Moneyball?