Key performance indicators (KPI) are a key tool in today's sales environment and are necessary for a sales manager to effectively coach their sales team. With today's customer relationship management products,you can track pretty much any KPI for your sales team that you would ever want. This data is very important in helping identify choke points in your sales process and identifying where to focus your time and efforts. But with all this data it is easy to get sucked in an

We all know the sales manager who focuses all their energy on "what is closing this month." This sales manager knows backwards and forwards total revenue sold, number of deals closed, average deal size and sales cycle length. When interacting with your company ownership or the C-suite, these numbers are what they will be asking for. So by all means you need to understand these. However, If you want to be answer the next question they will ask, "How are your going to improve

Managing a sales team requires more than managing goals and holding meetings. Sales professionals are often ambitious and driven and they value freedom and independence in their jobs. Managing a team of sales professionals like this who have various skills, motivations and egos, can be a complicated and challenging role. So why do some managers successfully lead a team while other consistently struggle and fall short? Here are four ways top sales managers add value and help t