Without a keen understanding of the ‘right’ metrics for your business and a plan to track them, it can be challenging or outright impossible to accurately diagnose performance and productivity bottlenecks that harm sales performance.
While the best sales managers understand there are valid extenuating circumstances for poor performance, all too often, the reasons reps fall back on to explain their sales numbers veer into ‘bad excuse’ territory.
An Archer’s Mindset would not accept as normal 77% of the arrows not hitting the bullseye of high-performance. Why have executives accepted this inefficiency in the deployment of sales talent when they would be unwilling to do so in any other part of their business?
This is a great blog by our friend Dr. Greg Barnett. In an attempt to create better, more inclusive hiring practices, we want to share his ideas regarding bias in the hiring process. Understanding the Primacy and Regency Effects (and using great HRTech like PerceptionPredict), will help hire better, find talent, and grow revenues. ~Brandon Kinsey
