Sales managers — and particularly field sales managers — can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations. Instead, they rely heavily on their field representatives to be their eyes and ears. The best way for field managers to gain visibility into their team’s activity is to collect and measure both team and product performance through KPIs. KPIs , or Key Performance Indicators, are metrics used to track the performance of a business, a department, or individuals against goals. […]
