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Leadership must strike a delicate balance between accountability and empowerment. This requires a clear roadmap of goals and expectations. Setting SMART (specific, measurable, achievable, relevant, and time-based) goals is a great way to steer them in the right direction. However, leaders will need tools to help track individual performance across a variety of metrics.

Tracking and measuring performance against france mobile database set metrics allows sales managers to objectively discuss a manager’s performance. Instead of simply giving general instructions such as “Put in 110%” or “Do your best,” managers can point to specific areas for improvement and use numbers to tell a story.

For example, ROPs may show how much time a manager spends on administrative tasks versus field visits. Or they may compare success rates in one target market to another. In these cases, advanced analytics software can provide hard data and insights that paint a clear picture.

The Importance of Sales Performance Management and Advanced Analytics
When combined with SMART goals, sales performance management allows managers to set the right direction at the right time. After reviewing the analytics report, the RP can reach out to the PM and examine the data. Together, they can identify gaps in the sales funnel. The RP can then draw conclusions and provide expert advice on how the manager can improve performance.