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KPI’s

Sales KPIs (Key Performance Indicators) help teams measure progress, understand performance, and make better decisions. This category explores the most important sales metrics, how to track them effectively, and how to use data to improve sales performance. Learn how the right KPIs can provide clarity, drive accountability, and support consistent growth.

who really closed that deal understanding sales attribution

Who Really Closed That Deal? Understanding Sales Attribution

Change, Goals, Ideal Customer Profile (ICP), KPI's, Prospecting, Sales Process, Sales Tools, Strategy /

As a sales leader, you are constantly assessing performance—of people, processes, strategies, and numbers. You track your team’s pipeline, monitor conversion rates, and tweak messaging based on results. But there’s one area that often remains murky even in otherwise well-oiled sales organisations: sales attribution. Sales attribution is the process of determining which activities, campaigns, touchpoints, […]

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are you fishing in the right pond how to pick

Are You Fishing in the Right Pond? How to Pick the Right Channels

Change, Ideal Customer Profile (ICP), KPI's, Pipeline, Prospecting, Sales Process, Sales Tools, Strategy /

I think most people in sales would agree that generating high-quality leads is more complex, and more critical, than ever. The explosion of digital channels, the rise of buyer self-education, and the growing importance of data have all shifted how companies attract and convert new business. For sales leaders, this raises a fundamental question: Which lead

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is your sales org still fit for purpose

Is Your Sales Org Still Fit for Purpose?

Change, KPI's, Sales Process, Sales Tools, Strategy /

Running a successful sales organisation isn’t a one-time setup — it’s a continuous process of adjustment, refinement, and renewal. Market dynamics change, buyer behaviour evolves, and team members come and go. And yet, too many sales organisations rarely carry out a sales organisation review. Instead they operate as if the structure they built three years

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from metrics to momentum

From Metrics to Momentum

Change, Closing, Coaching, KPI's, Sales Process, Sales Tools, Strategy /

Let’s be clear: KPIs are essential. But many sales teams fall into a trap where tracking becomes the end goal rather than a means to improvement. You’ve likely seen this happen—weekly dashboards full of colourful graphs, win rates neatly plotted, call volumes tallied—but with no discernible change in behaviour, strategy, or outcomes. This is “dashboard

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measuring client performance a strategic imperative

Measuring Client Performance: A Strategic Imperative

Change, Customer Support, Goals, KPI's, Sales Process, Sales Tools, Strategy /

While sales teams often focus on tracking internal metrics like pipeline health, conversion rates, and quota attainment, an equally crucial dimension frequently goes overlooked: measuring client performance. For sales leaders aiming to drive long-term sustainable growth, understanding how clients perform post-sale is not just an exercise in data collection; it’s a strategic imperative. This article

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lead generation in 2025 navigating new frontie

Lead Generation in 2025: Navigating New Frontiers for Growth

Change, Ideal Customer Profile (ICP), KPI's, Prospecting, Sales Process, Sales Tools, Strategy /

Lead generation strategy in 2025 has undergone significant transformations over the past few years. As you strive to grow your company, understanding these changes is critical not just to attract leads but also to ensure they are of the right quality to drive sustainable growth. In this article, I will guide you through the shifts

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measuring what matters a guide to sales metric

Measuring What Matters: A Guide to Sales Metrics

Goals, KPI's, Sales Process /

In many of my articles, I talk about the importance of measuring that particular aspect of the sales process, so I thought it would be useful to dedicate some time to concentrate on sales metrics and KPI’s overall. Measuring and tracking sales performance through metrics and Key Performance Indicators (KPIs) isn’t just beneficial – it’s

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is consultative selling just for clients?

Is consultative selling just for clients?

Ideal Customer Profile (ICP), KPI's, Questioning Skills /

Numerous sales methodologies exist, with the best ones putting the customer first. Let’s focus on a Consultative Selling approach. While definitions vary, most experts agree it includes these key elements: Understanding the customer’s business:  The salesperson conducts comprehensive research into the client’s industry, analysing market trends, competitive landscape, and specific organisational challenges. This in-depth exploration

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