Here’s a common scenario being played out in hundreds of corporate offices every day.
A salesperson suffers a bad month, so in swoops the sales manager. The necessary sales training and encouragement is given and voila! – the sales rep is sent back out to reverse their fortunes.
But is this what the top 1% of sales managers do? Nope. The top 1% don’t react to the needs of their salespeople. Instead, they anticipate them. They identify Key Performance Indicators, those observable characteristics of effective sales performance. Top sales managers don’t want to know a sales rep had a bad month. Instead, they want to know in advance, in time to take corrective action.