As the old adage goes; “Whatever is measured is improved”, so what are you measuring? This question is the fundamental beginning of re-thinking you’re selling strategy. In outcome based selling what is measured is different than product based selling; compensation plans are a good place to start this process. Revenue or margin is very typical as a key measurement but both are after the fact, the data is historical and more importantly how much can you improve it after it is measured? The customer’s needs are the focal point, so what if you measured the number of discovery documents that had all customer pain and ROI associated with the opportunity? Perhaps a presales document that qualified rich targets associated with your business model and all expenses and quoting energy would be suspended until posted in CRM?

If not now then when?