Every salesperson wants to be successful, but how do they, and we, know if they are on the path to success? Key performance indicators are nothing new, but they are often misunderstood and underutilized. Quite often salespeople and sales managers use a “set it and forget it” approach to sales goals and wait until it is too late to review or correct them because they aren’t paying attention to the right information at the right time. KPIs are very important ingredients for our recipe of success and with them we can better coach and lead our sales teams instead of just “managing” them. This is not about micromanaging salespeople; this is about using the right information to motivate and direct salespeople so they can achieve both theirs and the company’s goals.
