Driving Sales Productivity through meaningful Sales Reviews
In today’s B2B world, sales reviews too often focus on post-mortems — why the target was missed, which deal slipped, or how next month might improve.
But results do not improve by reviewing numbers alone. They improve when you review the actions that create those numbers — with discipline, data, and a brutal obsession for sales fundamentals.
At GASP® Sales Academy, we live by one core belief:
“You don’t manage sales outcomes – follow Processes and manage sales behaviours. And you measure sales fundamentals with ruthless clarity.”
Every B2B Business Needs 20 Leading Sales Performance Metrics
No matter which CRM you use if you are not embedding these, you are managing blind. These leading metrics fall into three categories:
1) Activity Metrics
First meetings scheduled I Follow-ups completed within SLA Outbound calls/emails made I Demo sessions conducted
2) Performance Metrics
Conversion rate from lead to opportunity I Proposal-to-close ratio
Average sales cycle time I Engagement rate with key decision-makers
3) Pipeline Metrics
Deal ageing in each funnel stage I Pipeline coverage ratio (target vs actual)
Forecast accuracy (weighted and committed) I Leakage percentage at each stage
These metrics give you visibility into what matters — inputs, not just outcomes.
Lagging Metrics = Rear-View Mirror
Yes, revenue matters. But it’s a lagging metric — the end result of upstream activities.Focusing only on past performance is like steering while looking in the rear-view mirror.
All Reviews Must Be Based on Hard Facts and Data
No more “gut feel” discussions. No more “I think we’re doing well” reports.
Today’s high-performance sales reviews must be based on data, not drama.
If it’s not in the CRM, it didn’t happen. If it can’t be measured, it can’t be improved.
At GASP Sales Academy, we have developed 27 Generally Accepted Sales Principles (GASP) that power a successful sales organisation — across:
Customers I Sales Partners I Sales Teams I Sales Operations
And the way we embed these processes is through ⚡️SPARK — the Sales Productivity Acceleration and Resource Kit.
🧨 A Brutal Obsession for Sales Fundamentals creates Predictable Success
When you: Implement GASP, Track the 20 leading indicators, Coach fundamentals, not just numbers, Review with data, not guesswork
And execute it all using SPARK…
You don’t just chase results. You build a machine that creates results — again and again.
💬 Let’s talk:
Are your sales reviews helping you win consistently?
Are you measuring the right things?
Is your CRM built to guide, or just to report?
I would love to hear your perspective.
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