What are some of the most common KPIs organizations should be looking at when they review their sales performance?
Companies have to measure the KPIs most relevant to their business. A lot of companies don’t identify KPIs efficiently as a whole process. There are a few reasons for this. One is that coaching is a skill that has to be taught to team leaders and managers. However, most of these leaders and managers come from a sales rep background – not a coaching background – so they have to be taught this new skill, which, unfortunately, is not done often enough.
Hear what Canidium’s Jason Kearns, vice president of technology services, has to say about why so many organizations get it wrong when it comes to training their salespeople and how coaching and performance management can help.