“Water, water, everywhere, nor any drop to drink.”
Most of us have probably heard the famous Coleridge poem – the Rime of the Ancient Mariner. Data and specifically sales data – seems to comport with this famous line.
As a sales leader, you’re most likely inundated with sales data. Yet – how can you tell when your salespeople are improving…or getting worse? For many sales leaders, they’ll just look at 2-3 metrics. Metrics can show trends and outcomes. Most sales reports show a picture of the past. But what about the individual skills of a salesperson?
I believe that analyzing the skills of a salesperson is essential to fielding a good team. Not just the newer members – but the senior ones as well. Super Bowl LI: Patriots 34 – 28 Falcons… does this box score tell you what really happened in the Super Bowl?
