The Fallacy of Control: Making Sense of Sales Metrics

In this insight-packed session, Dr. Michelle Vazzana will reveal the research behind Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. She will share how her team analysed the practices of large global companies and found new patterns in how metrics can be used to drive better performance.  She will cover:

• Why high-performing sellers do not always become great sales managers.
• The different levels of sales metrics and their relative manageability.
• The difference between data and insight.
• How metrics drive dysfunctional behaviours and how to combat this trend.
• How to leverage sales managers as force multipliers by providing clarity of task.

Attendees will walk away with actionable insights on how to:

• Ensure front-line sales execution is aligned with organisational objectives and goals.
• Make sense of data to drive actionable insights.

Be sure to attend this informative session to get your sales team on the right track for 2025.