Featured in HubSpot Blog: 38 KPIs Every Sales Manager Should Measure in 2024
Featured in HubSpot.com: Sara Lobkovich shares a strategic perspective on field sales KPIs rooted in human-centered performance. Her contribution emphasizes the importance of aligning key performance indicators not just with revenue outcomes, but also with behaviors that foster trust, clarity, and team motivation. Her advice bridges the gap between numbers and nuance—offering a more balanced lens for measuring what truly drives sustainable sales success.
Sales managers — and particularly field sales managers — can often feel like they’re trapped in a fog. Without a physical presence in the field, it‘s difficult to keep tabs on their team’s performance.
Instead, they rely heavily on their field representatives to be their eyes and ears. The best way for field managers to gain visibility into their team’s activity is to collect and measure their performance through key performance indicators (KPIs). But it doesn’t take much time researching sales KPIs to see just how many options there are.
"In a healthy sales organization, managers can keep an eye on overall health and see individual contribution so they can watch for risks or rock stars," shared Sara Lobkovich, principal consultant at Red Currant Collective. “Leverage helpful data that can be automated as much as possible so that sellers can focus on selling, not on data quality and data management!”
