What are Predictive Metrics?
Predictive Metrics are a special class of sales metric. They are critically important because:
- They pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected.
- They are linked to common, if not pandemic, sales difficulties impacting sales professionals across sales operations. As the research presented below shows, the number one problem confronting sellers – and therefore one of the most critical challenges confronting sales management – is that they call too low in buyer organizations. I call this pervasive problem, “selling below the power line,” and there is a key metric that identifies and tracks the resolution of this issue, thus making it one of the key sales management tools.
My sales people sell too low into buyer organizations. To us the real buyers look like an amorphous cloud. Eventually the answer comes out of the cloud and it is always “no”.
- View what you are selling as an investment in their business
- Have the power to buy or at minimum participate in the decision-making process (a buying committee member)
- Will give a seller access to other key buyers who are above the power line who will also participate in the buying decision
- Have enough power to agree on the steps leading to a buy decision.
- Do not have the power to buy, nor do they have the power to cause a decision to take place. They are influencers at best.
- Often times shield sellers from the true buyers, who are those above the power line
- May favor the competition or view the seller as their competition.