In a survey we recently conducted with the Sales Management Association, we asked organizations to select their top priority for sales manager activity from a list of 17 categories. The answer? Sales Coaching. These results weren’t surprising considering the significant impact sales coaching has on performance. We found there is a 39% revenue difference between...Read More
Determining your key performance indicators (KPIs) can be one of the most important things you do as a sales leader. These are the operating metrics to run your sales organization. But before we jump into defining your sales KPIs, we have to make an important distinction between leading and lagging KPIs. Leading vs. Lagging KPIs...Read More
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