Darren,
Happy to send you some stuff over email, you can reach me on
[email protected]
But to give you some food for thought.
Sales measurement is critical to a successful sales outcome. In fact companies who run a structured sales process with sales measurement generally have 2-3 times higher success rates selling.
1st things 1st. You need a documented sales process. There are thousands out there, key is pick one, any one...rarely will one be right for a given business. Each business, it's approach and policies and processes differ, so key is to take one tweak it for your business. I can share with you a bunch of basic process. key here is sequence of activities you expect your sales people to adhere to that aligns with how your buyers buy
2nd make sure your process has 2 versions. one for demand creation and another for demand reaction. Both are critical and both result in sales, but you need to have two versions of the process
3rd make sure you have an agreed objective qualification process. Qualification happens a number of times through the sales process. It's critical it's objective. This allows you to "lose early". The worst thing for a company is expending all it's sales efforts and resources only to lose. If you know early you can't win (for whatever reason and again I can share all sorts of qualification questions) it's far better. Spend the time on the opportunities you've got a genuine chance of winning
4th document the steps / activities and make sure the sales team understand how to execute these
5th measure everything. We normally suggest measuring the behaviours and activity completion...NOT things like $$ sold versus targets. That's an output. You need to measure the inputs.
Like you say way too broad for here, but hope the above stimulates some thinking. I can share a ton of info in each and other areas, but won't do that here.
Rgds
Chris