Sales managers need metrics to have some idea of what's happening, but traditional metrics are always invitations to a research project, rather than real information about what's happening. If calls-per-hour goes down, is it because the rep is slacking off? Or are they connecting more? If a rep isn't converting leads, is it because they aren't working them or is it because they're good at disqualifying trash? How much of the pipeline is real?
As you are looking at your metrics and wondering how you can help your team be more productive, this eBook discusses 5 things traditional metrics won't tell you that you should care about.
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