The Rise of the Data-Driven Sales Manager

The Rise of the Data-Driven Sales Manager

Lisa Clark, Jason Jordan


As B2B buying cycles grow more complex, sales professionals must continually acquire and adopt new skills to compete and win. Yet too often, when evaluating their team’s performance, sales managers focus exclusively on metrics such as quarterly bookings or quota achievement. 


Of course, these are important—but they are also lagging indicators. If you have no sales closing today, the reality is that your team has been under-per(...)


Login, or become a Sales Management Association member to access more of this content. Join here.