Find the Right Metrics for Your Sales Team

How do you measure the performance of a salesperson? That’s a pretty easy question to answer… how much business do they bring in. It’s the ultimate measure. In today’s age of sales technology, there is an endless number of data points that we can pay attention to. The challenge when we can measure anything, is that we try to measure everything and then we get lost in data.

Here’s an article I co-wrote on the Harvard Business Review with sales expert and Harvard Business School professor, Frank Cespedes, on how to figure out the right metrics for your sales team.