Analytics matter very much in managing sales organizations. But focusing on analytics alone can not assure results. Afterall, sales numbers won't change by looking at them.
What does change performance? It's useful to consider how every other performance-based profession has answered this question. In doing so you'll arrive at one inescapable conclusion: measuring, assessing, and optimizing behavior matters most in changing results. If you are an oganization committed to managing performance, this simple observation matters more than anything.
In this session, AXIOM Sales Force Development's Bob Sanders offers unique perspectives on Sales Performance Management, and the enabling role of coaching for high performance sales organizations.
Topics include:
- Coaching's role in moving the performance needle
- Bridging the gap between Sales Performance Management and coaching
- Practical tools that enable coaches and coaching
- Building accountability for coaching's impact
