SCPS Chapter 15 e-Book

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Chapter 15 – Sales Metrics and Performance Analysis

Abstract

This chapter emphasizes the importance of data-driven decision-making in sales. It introduces key sales metrics, performance dashboards, forecasting techniques, and how to interpret analytics to improve individual and team results. Professionals learn to align KPIs with business objectives and coach from metrics.

Learning Outcomes

• Identify and interpret key sales metrics across different sales roles
• Use dashboards and reporting tools to track and analyze performance trends
• Apply sales forecasting techniques using historical and predictive data
• Set and monitor performance benchmarks aligned with organizational goals
• Use performance data to inform coaching, recognition, and continuous improvement