METRICS & KPIs

Without clearly defined Metrics and KPIs, it is impossible to execute the best of strategies as there is no way to know what is working and what isn’t.

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What You Don’t Measure Will Kill Your Execution

Most companies today use sales and marketing automation tools in the hopes of improving their sales and marketing execution.

Many of these tools are very expensive, and while very capable, most companies find it difficult to show real ROI.

The challenge is not in that Salesforce.com, or HubSpot, or Pardot, or any of the other automation tools lack power. It is typically the opposite. Most of these automation tools are designed to address the needs of very large organizations and are therefore complex to set up properly.

The right way to start is with a well-defined playbook for both Sales and Marketing, with clear objectives, rules of engagement, metrics, and KPIs. Reports and Dashboards—at an individual contributor level, team level, and organization level—must also be thought out and designed prior to implementation.

Implementation of these systems cannot happen in a vacuum. The targets must be well thought out and known before configuration. Only then can companies expect to actually receive from these automation tools what they have paid for.

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How We Help

SOMAmetrics has worked with well a hundred companies—from small to Fortune 500—in a variety of industries, helping their Marketing and Sales leaders define the key metrics and KPIs that are necessary to manage their teams daily, weekly, monthly, and quarterly.

Our clients typically see a significant performance boost (20% or more within 90 days) when they start managing by the right numbers.

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case studies

246% Sales Pipeline Growth in 90 Days

Bringing sales practices, metrics & KPIs, and sales training brought immediate increases in sales performance.

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Targeted Marketing: 792% ROI in 120 days

The dramatic impact of a 4-month targeted campaign on new customer acquisition.

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METRICS & KPIs SERVICES

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Salesforce.com

If you have not fully optimized your Salesforce.com or are not fully using its capabilities, then you are not getting your money’s worth out of it. Let’s take a look and show you how you can vastly improve your ROI on your current implementation.

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Articles

sales metrics and KPIs displayed on a laptop screen

Sales Metrics and KPIs in B2B Sales

Optimizing sales productivity requires a top-down approach that synthesizes business sales goals with an individual representative’s daily performance. Sales metrics, specifically key performance indicators, provide visibility into the fundamental factors that ultimately drive sales initiatives and scalable growth.  What are Metrics and KPIs? Sales metrics and key performance indicators (KPIs) are oftentimes used interchangeably, but

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Managing by Metrics

Importance of Managing by Metrics In his book “The End of Marketing as We Know It”, Sergio Zyman, then Chief Marketing Officer of Coca Cola, spells out his success in driving Coca Cola to the number one beverage company in the world by managing by metrics. At a time before cloud based services, Sergio tracked

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sales metrics for high quality lead genereation

High-Quality Lead Generation (Pillar 4): Metrics

Success is a result of clearly knowing what is required, preparing a plan for achieving it, executing the plan, measuring results, comparing results to desired outcomes, and then making necessary adjustments towards the desired outcomes. Do more of what’s working, eliminate what’s not, and keep improving until you find a better way. Data provides reliable

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Revenue Growth with Certainty: Predictable Revenue Model

The Revenue Growth Model A Predictable Revenue Model (PRM) enables a company to achieve 20% or more revenue growth year over year, sustainably and profitably. Its key benefits are: Sustainable high growth of over 20% per year At least a 30% increase in profitability At least a 30% increase in customer satisfaction A Predictable Revenue

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If you have not fully optimized your Salesforce.com or are not fully using its capabilities, then you are not getting your money’s worth out of it. Let’s take a look and show you how you can vastly improve your ROI on your current implementation.

SOMAmetrics helps clients design, implement, and manage highly effective Inside Sales organizations that can generate 50% or more of a company’s new sales.