Learn the Metrics You Might be Missing
Most sales managers, particularly those overseeing large teams, have limited opportunities to observe their sales reps in the field. Given the complexity of today’s sales cycles, for front-line managers to truly understand the readiness of their team — and where managers can help — they need good data.
When it comes to data analysis, sales managers most often turn to their CRM. But process and productivity metrics tell only part of the story. To get a complete picture of their sales team’s capabilities, sales coaches need a rich data set that also includes insights into the individualized knowledge, skills, and behaviors of their team members.
This eBook explores the metrics your managers might be missing when it comes to coaching, and the role that new sales enablement technologies can play to deliver them.