Just yesterday, I watched a webinar talking about the secrets of funnel management and what sales metrics will give you the best insight into your actual sales activity and potential.

Let’s talk about this because finding the best path for actionable success is always important and even more so in a tight economy.

Ken Rudin, founder and vp of market development of LucidEra, tells his clients that to increase sales and decrease the sales cycle, the secret is to focus on the deals your company (and its individual sales reps) are most likely to win based on historical data.  More specifically, what are the characteristics of the deals that your individual sales reps are best able to close (and it may vary across reps).

Let’s first look at some of the metrics that will help you determine the best actionable path and then at how Salesforce.com can help you get there...