Utilize Metrics for Sales Management

Modern sales management increasingly relies on metrics to track performance and make informed decisions. 'Thanks to better instrumentation, with the rise of modern CRMs, the model has flipped to where sales managers use metrics to continuously monitor the quantity and quality of reps’ selling activities,' notes Kazanjy. By embedding metrical review into daily routines and leveraging CRM tools, managers can effectively oversee sales activities and identify areas for improvement early on.