The 2015 Sales Trend 7 – Beyond Sales KPIs see our focus shifting to how we can get closer to the moments of truth and measure sales effectiveness in a complex world. In a nutshell, this trend is showing leadership moving from a deficiency orientation (i.e. performance management when things go wrong) to a competency orientation (i.e. coaching people to achieve their best performance). It is important to note that this trend also requires a mindset shift amongst the managers involved in such a transformation.
Most companies at some stage in their history have struggled with identifying the most appropriate way of measuring sales success. In more … read more by subscribing.
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