See the forest for the trees
Sales leaders often focus on the wrong KPIs. They compare two sales reps simply by looking at their total contract value signed, or at the number of connected calls made or sent emails. To get the full picture, sales leaders need to look beyond appearances.
Play to your strenghts
To unlock immediate value, understand the strengths and weaknesses of your sales people, assign leads and opportunities based on skills and factor. This increases productivity as it does not require increasing marketing expenses or sales headcount.