2 out of 3 sales manager's sees a need for better KPI's and Metrics in B2B Sales.
We know because we surveyed more than 300 sales organizations.
2: Short Term Quota
The dysfunctional KPI is monthly targets (or similar short term quotas). They tend to motivate your reps to forget about long term thinking and business development.
Let us measure something more meaningful:
The progress and advancement of opportunities over stages in your process and through your funnel.