Most inside sales managers know when reps are underperforming. But being a great sales manager requires being able to address why certain reps are or aren’t hitting their numbers. In our experience, the most successful managers are those that are able to gain visibility into how individual reps’ activities impact downstream revenue.
For our latest eBook, we spoke to several of the world’s top sales leaders about which metrics more inside sales managers should be tracking. One theme that emerged was that managers need to be tracking the right activity metrics in order to identify reps’ strengths and weaknesses, in order to help reps improve.
Here are some metrics that several sales leaders shared that can help managers gain more insight into reps’ efficiency.