Without solid data, managers would have to rely more on intuition than on fact when identifying top sales performers and the origins of their successes. To make the most consistent and rewarding sales management decisions, managers must base those decisions on facts, Greg Wilkinson writes in Solve the Mystery of Lost Leads.
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Sales reporting tools help managers better understand how sales teams are, or are not, making the best possible use of leads. The ability to measure where reps go wrong is the critical first step to defining and enabling their improvement.
It's also the best way to identify top performers, which in turn helps identify behaviors that drive their successes. These behaviors can then serve as the foundation for the development of best practices.
Generate automatic reports for sales and marketing managers with breakdowns by sales district, distributor, rep or other relevant sales categories so sales managers consistently have the metrics that matter at their fingertips.