In business, measuring is one of those essential tools that allows operators to ascertain how their business is performing, where it could go, and what needs to be adjusted in order to achieve a better result. So, let’s look at what and when to measure, and how it allows business to adjust.

I’ve said it before and I’ll say it again, regardless of what industry you are in, you are actually in the business of sales.

And the process of selling involves a series of events all linked together. If your sales aren’t what you believe they should be, chances are there’s a weak link in your business and your sales process.

Determining where that weak link lies is critical. So, let’s look at the key areas where there’s likely to be a weak link in your business…