Wilson Demarini Diablo 13" LH Softball GLV

DeMarini Diablo Fielder's Gloves are made with exclusive ECCO leather that is unsurpassed for comfort and quality. Sorbothane® shock absorbing palm pad allows you to feel the ball but not the pain. Dri-Lex® ultra breathable wrist and back finger lining transfers moisture from the skin, keeping your hand cool and dry. Hex web. **Fits on left hand for right handed throwers.**

Lead Rate is the measurement of lead generation. How many leads are generated and from what source? Was it from advertising, client presentations, cold calling, telephone marketing, or from the web? How many inquiries are made for each type of campaign? How many leads are being generated and how are they managed?

Flow Rate

Sales metrics can start with a basic set of measurements, and over time, be refined to a larger more specific set of statistics. The four basic measurements, for sales, are:

Funnel Value

Returning to the question of sales metrics, I asked the group, how do you measure yourself? How do you determine what impact you have for your employer? Do you have 5, 10 or like A-Rod 32 measurements of performance? If not, why?

I recently had the opportunity to speak in front an audience of sales professionals, and their managers, wherein the topic of Sales Metrics arose. I found it interesting that many within the group, and some of them where very high income earners, had little or no knowledge about what comprised their success. It became uncomfortable when their Sales Managers also did not have any standard methodology for measuring success.

Lead Rate

Flow Rate is the time it takes an order to be delivered and thus make money. Just because you took the order, it does not directly translate into delivery of the product. How is the deal managed internally? What does it take to create, deliver or prepare the product? Can that time-frame be shortened? How can the process be improved? Is any part of this process measured?

These four basic group measurements can turn any sales organization into a professional organization. It will give a direct and reportable value to the type of sales, the value of each sales person and the direction of the organization.

Conversion Rate

Sales Metrics - Professional or Amateur?

"You cannot manage it until you measure it." - Peter Drucker

Quoting my father, "until you measure your actions, you are nothing but an amateur." Professionals have and always will measure every aspect of what they do. As in baseball, the difference between the Majors and the Minors is all in performance. Amateurs do not measure anything.

Conversion Rate is the measurement of leads to orders. What percentage of the leads are being converted into sales? Is there a difference between the leads, their source and their conversion rate? How many visits, phone calls, presentations, or advertisements will it take to get the order?

Funnel Value is the measurement of the longer term client value. It is easier to sell to an existing client than it is to find a new client. Determining what the Life-Time-Value [LTV] of each client is will assist in the revenue projections for the Salesperson and the company. Do you measure the recency, frequency or monetary value [RFM] of your clients? Can you increase that frequency? Can you increase the amount that is purchased?

What makes Alex Rodriguez's situation even more interesting is that his agent, Scott Boras, introduced some additional statistics: baseball jerseys sold, attendance at the ball park, and increase in value for media properties. In fact his agent, Scott Boras refers to this new measurement as: IPN [Iconic Performance Network.]