As you read this, your salespeople are making decisions on how to spend their time.
Are you arming them with the insights to know if they’re making the right decisions? Think about it this way: Have you ever seen a salesperson who is always busy, but doesn’t seem toclose much business? The fact is, they’re busy on the wrong things.
One way to ensure your sales reps are focused on the right behaviors is to define, track, and monitor your sales key performance indicators (KPIs). They help salespeople understand what activities they need to be carrying out on a day-to-day basis that will guide them towards their sales goals, and show sales leaders where reps are spending their time so they can provide objective, metrics-driven coaching…
