“Every organization knows who their top performers are. A simple stack ranking of revenue or quota attainment shows which sales professionals are successful. The more difficult question to answer is, Why? To drive sustainable World-Class Sales Performance, sales leaders must be able to identify and promote the behaviors and activities that drive positive outcomes.” …
“This is one of the reasons why high levels of CRM and SFA usage have such a positive impact on performance. Other vital technologies include tools such as knowledge management systems and collaboration platforms that allow top performers to share their strategies and best practices with other professionals in the organization.” …
“In sales, you can’t manage results. You can only measure them. Therefore, knowing what success looks like must go beyond a set of metrics focused on results to include a deep understanding of the behaviors and activities that drive those results.”
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