In some sales organisations, Key Performance Indicators (KPIs) are seen as the enemy – something that only brings negative feelings with them, particularly when they aren’t achieved. But developing sales KPIs are an integral part of the sales process, and on an individual basis, they set in place the action required for salespeople. If set up correctly, they should provide clarity and clear structure around the tasks that result in moving prospects through the pipeline, to ultimately become customers. This means they should be something salespeople enjoy having as part of their job scope – but more often than not, they are unrealistic targets or inaccurate guidelines set in place without proper management. Five common mistakes when setting sales KPIs There are five common mistakes that sales leaders often make when setting KPIs, and while these have been covered before, to quickly recap [...]