Sales reps all have individual quotas, which makes their job performance perhaps the easiest to measure in b-to-b organizations. However, quota attainment is only one lagging indicator of individual performance, and sales operations should use additional indicators to provide a more holistic view of sales rep performance and potential. This brief explains how to combine leading, lagging and certification indicators to create dashboards that enable sales managers to accurately assess and effectively coach reps.
Download this Research Brief to learn:
- How Sales Operations Contributes to Sales Coaching Programs
- The Key Coaching Dashboard Elements
- Dashboard Construction Basics
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