Are These the Most Important Sales Metrics to Track?

If you want to have any hope of accurately predicting your sales performance, not to mention determining where you can improve, you need to know what to measure and track.

The Most Important Sales Metrics to Track | OpenView Labs

Editor’s note: This guest post from Mike Brooks originally appeared on his Inside Sales Training Blog as The Three Most Important Metrics to Measure.

What are your three most important sales metrics you measure to track and predict revenue?

That was the question I asked my LinkedIn “Inside Sales Management Group,” and the answers I received were quite interesting. Whether you’re a business owner, sales manager, or even a sales rep, you know that metrics are a crucial way to measure your performance, predict revenue, and evaluate progress made. But which metrics are the most important? Before I give you my answer, let me share some of the answers I received.


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Scrum for Executives: Demystifying the Impact of Scrum

Looking for a short and sweet explanation of Scrum? The fact is, you can really boil it down to three key ways it can help you and your company deliver transformative results.

Scrum for Executives: 3 Benefits of Scrum | OpenView Labs

When it comes to decoding what exactly Scrum means for your team, Scrum Inc. COO Alex Brown says there are three main value propositions that should frame the way every executive thinks about it.


How Most B2B Brands Get Facebook Wrong (And How to Get it Right)

Like it or not, Facebook is a viable and important channel for B2B brands, too. Social media marketing expert Mari Smith shares her tips for making the most of its rapidly evolving marketing and advertising options.

How to Get B2B Facebook Marketing Right | OpenView Labs

If you look at lists of the most successful brands on Facebook, you’ll notice a trend. No, not that they’re food, beverage, or clothing companies (which is true). But more generally, that they’re consumer companies. Naturally, that can lead many B2B marketers to assume that Facebook — despite boasting more than 1 billion users — is not really the best forum for B2B marketing and customer engagement.

Social media thought leader and Facebook aficionado Mari Smith says that presumption is bogus.


5 Tips for Scaling Your Sales Organization

Who has time to think about scaling for the future when your priority is hitting your numbers now? Pantheon VP Sales & Business Development Scott Crawford shares five simple but powerful secrets to building a solid foundation for your sales organization.

 5 Tips for Scaling Your Sales Organization | OpenView Labs

In sales, the most important lessons are often simple to share but incredibly difficult to pull off. That’s what Scott Crawford, VP of Sales and Business Development at professional website platform Pantheon, realized when he turned to his mentors for advice on building a sustainable, scalable sales organization.

Find out what he learned and start laying the foundations for your own sales team’s success.


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Forget the Unicorn: Building Your Marketing Automation Team

Still chasing after one magic marketing person who can do it all? It’s time to wake up. LeadMD CEO Justin Gray explains why you need a team to fully leverage marketing automation properly, and points to five critical roles to hire for first.

 Forget the Unicorn: Building Your Marketing Automation Team

This may radically change your way of thinking, but it must be said: marketing automation is marketing. That is, MA is not something that lives and operates separately from the rest of your marketing endeavors. Unlike search, PPC, advertising, direct mail, email and events, marketing automation is a platform on which to structure your overarching marketing strategy and goals.


3 Core Qualities of Successful Sales Talent

Scaling your sales organization can be a daunting task. Find out how you can hire fast and hire right by zeroing in on three distinct traits of top performers.

3 Qualities of Successful Sales Reps | OpenView Labs

Are you actively recruiting and hiring for your sales team? If you’re smart, the answer is always yes. But how do you truly determine the difference between the future A-players you’re interviewing and the destined-to-be-average or below-average reps?

Do you concentrate on their ability to close or their ability to articulate effectively? At HubSpot, Director of Training and Development Andrew Quinn focuses on identifying three distinct qualities that make someone successful in the B2B world.


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First-Time Sales Managers: 4 Tips to Help You Crush Your Numbers

As a first-time sales manager, you may be used to hitting your own goals, but now you’re responsible for your entire team’s performance. Pantheon VP Sales & Business Development Scott Crawford provides four tips to help you rise to the challenge.

First Time Sales Manager Tips | OpenView Labs

Even for top performers, the transition from sales rep to sales manager can involve a steep learning curve. It introduces a completely new set of challenges, ones that you may not have had to deal with when you worked alone. If you’ve recently made the jump, Pantheon VP Sales & Business Development Scott Crawford has four pieces of advice that can help you get up and running and crushing your numbers faster and more effectively.


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The Secret Growth Formula Behind HubSpot's #INBOUND14 Conference

HubSpot CMO Mike Volpe offers a rare glimpse behind the curtain at #INBOUND14, and shares how his company turned what started as a modest conference with no budget into one of the biggest marketing events on the planet.

Event Marketing Lessons: HubSpot's INBOUND Conference | OpenView Labs

Right after we hosted the first-ever HubSpot User Group Summit in 2010, our co-founder and CTO Dharmesh Shah put up a page on our internal wiki titled, “Thoughts on HUG 2010 (And Beyond),” where he listed the good, the bad, and the ugly from the event and shared ideas for the following year. My favorite line on the page is, “I liked that we had such a big turnout.” The Summit attracted 315 attendees that year. It’s funny to think about how dramatically our definition of “big” has changed since then.