Do your managers have the insights they need to be good coaches?
Most sales managers, particularly those with large teams, have limited opportunity to observe and coach their reps in the field. Given the complexity of today’s sales cycles, for frontline 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 typically turn to their CRM, but process and productivity metrics only tell part of the story. For a complete picture of their team’s capabilities and capacity to meet their goals, sales coaches need a rich data set that also includes the individualized knowledge, skills and behaviors of their team.
This e-book explores the metrics your managers might be missing when it comes to coaching and the role new technologies can play to deliver them.
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