Most sales managers, particularly those with large teams, have limited opportunity to observe their reps in the field. Given the complexity of today’s sales cycles, for front-line managers to truly understand the readiness of their team, and where coaching can help, they need good data.
When it comes to data analysis, sales managers most often turn to their CRM, but process and productivity metrics tell only part of the story. To get a complete picture of their team’s capabilities, sales coaches need a rich data set that also includes insights into the individualized knowledge, skills and behaviors of their team.
This eBook explores the metrics your managers might be missing when it comes to coaching, and the role that new sales enablement technologies can play to deliver them.