Are You Tracking the Right Referral Metrics?

Do you have the wrong KPI?
If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. Meetings are an important activity metric, but your team will never fill their pipelines with hot referral leads if they skip the first step: asking for referrals.
It may seem obvious, but if you don’t ask, you don’t get. At least not at scale.
The Referral Metrics That Matter
Sales leaders tell their teams to get referrals, but their KPIs don’t include referral activities or results. Makes no sense, does it? Instead, they measure reps on calls made and emails sent. So, guess how reps choose to spend their sales prospecting time? Pestering strangers with cold calls, cold emails, and cold social media outreach.
Some sales leaders do measure reps based on