This article provides specific and practical techniques for measuring the performance of your company’s sales managers.

Perhaps no position in the sales organization has less accountability than the sales manager position—in part because many companies don’t know how to measure sales manager performance.

For example, the primary (and sometimes only) metric most companies use to measure sales managers is “team sales results.” But that’s a mistake. Why? Because when a sales team misses its quarterly number, the focus invariably shifts to one or more salespeople that missed their individual sales forecasts. And so the accountability for poor team results shifts away from the sales manager toward specific underperforming salespeople.

Read the full article at: toplineleadership.com