Accurately measuring sales team performance is probably one of the most important aspects in building high-performance sales teams. Unfortunately, it’s also one of the most difficult to master for sales organisations.
Most organisations have some kind of performance measurement system in place. They’ll measure pipeline data, conversion rates, win rates, call-to-close ratios and other such metrics.
Unfortunately, measurement is the easy part.
The hard part is this: once you understand where performance is lagging behind, you need to take corrective measures in order to ensure improvement.
But where to start ?