Anticipate the Performance of Your Sales Team

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.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.