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The Most Predictive Sales KPIs – A Balanced Scorecard Approach

By On February 26, 2012 · 3 Comments

Are KPIs that measure the number of leads productive?

Last night I was searching on Google for “the most predictive sales KPIs” and stumbled across a great article (click here) by Cal Harrison, President of Beyond Referrals.

This slide is my own visual representation of the content from that article. I hope you find it useful in your quest to create more effective metrics for your sales team. While new to me, the Balanced Scorecard approach to sales metrics has been around for over 20 years. You can learn more about it here.

Lead generation – A balanced scorecard

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  • http://twitter.com/LarissaFMRadio Larissa Roque

    Couple of points stood out for me from Cal Harrison’s article: 1. “The qualification of a potential client is based upon criteria relevant to the seller, but not criteria relevant to the buyer. The opposite is a more appropriate approach.” 2. The ability to make a distinction between early-stage and late-stage opportunity is key to improved business development, measurement and management.

    Thanks for sharing Marc, and the slide makes it clear and simple to understand!

  • http://blog.marcbinkley.ca Marc Binkley

    Both of those stood out for me too.  Thanks for reading Larissa:)

  • Riaz Sidi

    Marc, I really appreciate the balanced scorecard. The ‘bad metrics’ really stood out for me as I see it happen quite often that sales reps. are measured on numbers of sales calls which as you mention in the slide can easily be weighted towards unqualified leads.

    This scorecard takes a lot into consideration without being forceful on the sales rep.

    Nice work!

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