Quota attainment has decreased since 2012, and the missing ingredient is sales manager enablement. The research points to a very specific area that sales managers need to be enabled around: “... managing the right activities and coaching the related behaviors (leading indicators) that lead to the desired results (lagging indicators).”
What you’ll find in this report: But which leading indicators should sales managers focus on? Calls? Building new pipeline? Meeting with decision makers?
LevelEleven’s research team embarked on its KPI research to find out. And now, after analyzing 3,000+ key performance indicators (KPIs) being used by 800+ sales teams, we are eager to let you know what we've uncovered