Measure your funnel

On the road called growth there is nothing more important than measuring the top of your sales funnel.  All to often sales people and executives think about the importance of closing deals...while I will not debate that closing deals is important it is creating and measuring a predictable funnel building process that will set you apart.

I strongly recommend that you set basic targets:

• Number of calls
• First meetings
• Qualified opportunities
• Trials - Proof of Value
• Penetration rate of target account list

If you don't worry about the beginning you will have nothing to finish strong with...it also lets you develop a methodology that will keep you grounded during hyper growth. You can hold even your biggest ego reps to a standard of account development.  

Building a solid foundation is critical to building a great company