I stumbled across this phenomenal article from Cal Harrison of Beyond Referrals http://bit.ly/zWirOn and created this slide based on his thoughts.

1. Activities to Drive Leading Indicators Leading Sales Indicators Lagging Sales Indicators
3. Speaking & Predictive, Task Based Any
Activities
Writing Financial
2. Ads & - Long term Metric
Promotions strategy Set a threshold of the
- Drives inbound minimum number of late such as…
- expensive stage opportunities at
leads
1. Cold calls any one time
- Creates
- Goal is to qualify
expertise & New Total
leads as an early Business
Renewal
Sales
thought ie. Number of Closing $
or late stage $ Revenue
leadership opportunities
opportunity
- Laborious,
distasteful
Business Development Balance Scorecard Approach – Keep it Simple. Anyone should be able
to deduce your strategy by looking at your indicators and metrics. Ideas by Cal Harrison, President Beyond Referrals
Early Stage Opportunity Late Stage Opportunity = Leading Sales Indicator Bad Metrics
Definition: Buyer with no intent to act within Definition: Buyer with intent to act within 1. # of Proposals
the next 6 months the next 6 months time suck with non buyers
• Buyer may or may not have a need • Buyer has identified a need and you as a 2. # of meetings
• Questionable, potentially misleading data potential service provider easy to inflate with
• Strive to climb the ladder from least effective • Buyer has an milestone, deadline or upcoming unqualified candidates
(cold calling) to most effective (speaking and event in the next 6 months 3. Weighted Sales Forecasts
writing) activities • Efficient, predictive KPIs use financial indicators to
• Web traffic & Subscribers good metrics measure when not if $ will
• Measure all and correlate to late stage flow
opportunities