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Use Key Performance Indicators to Generate Sales Success Says Expert Lenann McGookey Gardner
Date:5/25/2010

Businesspeople who want to increase sales success need to understand Key Performance Indicators (KPIs) that gauge the potential for future sales success. Sales expert Lenann McGookey Gardner outlines the steps to utilize KPIs to generate more business and income in a new article at www.YouCanSell.com.

Albuquerque, NM (PRWEB) May 25, 2010 -- Businesspeople who want to increase sales success need to understand several Key Performance Indicators (KPIs) that gauge the potential for future sales success, says sales expert Lenann McGookey Gardner in a new article at www.YouCanSell.com.

Most companies need several sales KPIs, such as measuring outreach to new prospects, systematic and methodical follow-up, and such metrics as time spent face-to-face or phone-to-phone with prospects, a measurement that directly correlates with success in selling.

Observes Gardner, “If all you are tracking is closed sales, how do you know if your sales pipeline is healthy?”

Gardner recommends the following steps to utilize sales KPIs to generate more business and income.

Track Outreach Time

Track time spent in outreach activities such as contacting current clients, as well as new prospects, to explore generating additional business and how much time is spent following-up to close business leads. “Research shows that time spent face-to-face or phone-to-phone directly correlates to increased sales,” says Gardner.

Collect Customer Interaction Reports

Collect and track KPI metrics to see trends, ideally every ten business days. “When you see numbers that indicate your people are increasing the amount of time they’re spending customer-facing, you’re
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