Continuous Improvement – Protecting Margin
Protecting margin is one of the key aspects of “perform” for a sales force.
Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.
What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.
