As sales managers, we often are so focused on the numbers  we fail to determine what behaviors are actually creating or preventing the desired results.

Aside from measuring activity and results, it is critical to consistently inspect how reps are approaching the sales process to determine what they are leaving on the table and why.

Observing sales behaviors throughout the entire process is critical to your sales team’s success and to your effectiveness as their leader and coach.

Reviewing their scripts and their emails, listening to their calls, and observing them in action will help you zero in on the behaviors that need to change:

How well are they leveraging their lead sources?

What does their value proposition sound like?

How effective are their voice mails?

Are they asking for the appointment or the sale?

Are objections being handled and bypassed?

Are they able to effectively work with gatekeepers to reach the decision-makers?

Results are the bottom line but knowing why the team succeeds or fails is key. What do you know?