Applying Deming’s Cycle To Spot Check Sales Activity Quality

Most organizations measure sales activity, but how many check the quality of that activity? Sales activity is a key input for leading indicators such as funnel velocity, call volume and conversion rates. Measuring activity along the selling process is one way to look for early warning flags that sales teams might be able to address in advance of an outcome such as winning or losing a deal.
According to our 2018 Sales Talent Study, one-quarter (27.0%) of organizations use both leading and lagging indicators to measure sales performance. In other words, sales performance depends on the quality of each activity along the selling process. But if the quality of the activity being measured is not spot-checked, organizations could end up taking action based on unreliable information.
In today’s blog, we take a look at one approach sales operations can provide sales managers to help spot-check the quality of the sales activities being