As sales leaders we are all in the human behavior / human performance business. Data and dashboards are merely indicators. The engine that powers sales performance is human behavior. . .
It is our job to influence the inputs (behavior) that produce the outputs (sales results).
Think of it this way…
Every number you look at on the dashboard is created by how your people choose to behave.
As a sales leaders, it is our job to move up stream to influence the behaviors that drive the numbers that produce the results.
Leadership is not about setting a goal, tracking performance, and getting mad when the goal isn’t achieved.
Leadership is about looking under the hood to find out WHY—and looking into the mirror asking WHAT CAN I DO TO HELP?