It’s the sales leader’s job is to pay attention to both what is working and what is not working in the sales department and to make the appropriate adjustments so that the sales force has the best possible chance for success. To do that, the sales leader must pay attention to several things including sales process, sales activity, sales analytics (KPI’s), and of course, the customer.
In fact, paying attention to the customer is perhaps the most important of them all. In recent years, the way that customers have been engaging with sales has changed significantly. If you are a sales leader and you have not adapted the way you run your sales department, then you might find yourself slowly starting to lose ground to the competition.