Benchmarking, best practice and best fit
We often look outside our organisation to find the best practice. But that may be very bad practice…
Is a sales person closing deals worth ‘ten million’ doing a good job? At first glance, it’s impossible to tell. The first thing you need to find out is: what currency? A ten million deal in pounds sterling is better than a ten million deal in US dollars, but the latter is still a decent size.
If the deal in question is worth ten million Japanese Yen, that’s not such an impressive number at all*. Though again, that depends on what the typical sale value is for your company. If the average is one million sterling, dollars or yen, then ten million is exceptional regardless of the currency, but it’s pretty poor if the average is 100 million.
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