Sales Metrics Sales Leaders Should Be Managing
Jason Jordan the Author of Cracking the Sales Management Code Reveals the Sales Metrics That Really Matter
Sales managers know that they need to track and manage sales metrics, but which sales metrics are the most important? In this guide by Jason Jordan, based on research from Vantage Point Performance and the Sales Education Foundation, you will learn about:
- Out of over 300 metrics tracked by sales organizations, which can be managed and which are actually out of managers' control?
- The three main categories of sales metrics, their degrees of impact on sales performance, and their level of manageability.
- The cause-and-effect relationships that exist between the categories and how to translate business goals into tactical actions.
- The five distinct categories of sales processes and how to use them appropriately for different selling situations and roles.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
View This Interview -
Avoiding Five Margin-Killing MarCom Mistakes
Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.
View This Guide -
Onboarding New Sales Reps for Success
Bringing a new sales rep onto your team can be a very expensive and risky proposition. And many common onboarding strategies can make things worse instead of better. This guide exposes 10 best practices our research team has found to be most effective.
View This Guide -
Lowering the Cost of Customer Churn in B2B
It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.
View This Interview

Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this guide as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges