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Given the evolution of B2B buying cycles, sales managers must continually acquire and adopt new skills to effectively lead, compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on performance metrics such as quarterly bookings or quota achievement.
Of course, these are important—but they are also lagging indicators. If you have no deals closing today, the reality is that your team has been under-performing for months. So how can sales managers identify and measure the most critical leading indicators: the skills and behaviors required today to build sales success for tomorrow, and the long-term?
Qstream defines a new generation of sales performance indicators giving rise to the data-driven sales manager. We also share strategies that will enable forward-thinking managers to:
- Assess and strengthen the sales capabilities that matter most
- Validate and develop a profile of their top performers
- Use data to determine leadership priorities
- Leverage real-time analytics for more effective coaching and development