This post focuses on one of the biggest mistakes sales leadership can make around talent management.

1. The Most Critical Mistake a Sales VP Can Make
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2. Over 42%
of Sales
Managers
don’t hit
their
yearly
number
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3. Who needs a sales
manager if they
Can’t hit their number?
A VP of sales might think…
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4. Are you thinking the same?
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5. How are you
measuring your sales
managers?...
Is it by quota
attainment
only?
If so…
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6. You are making the biggest mistake
a sales VP can make
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7. When evaluating your Sales Managers in your talent management
program, you need to consider a minimum of
other than quota
5 additional metrics
Some common Non-Quota metrics are….
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8. 1 Turnover
Are you
losing ‘A’
Players due
to a bad Sales
Manager?
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9. 2 Lost Selling Time
Do they consistently have vacancies on their
team? The number of selling weeks lost in a
quarter has a direct impact on whether that
9 Sales Manager hits quota 9

10. 3 Ramp to Productivity
How long does it take for a Sales Rep
to hit quota? If your Sales Manager
can’t ramp new hires, it is a predictor
of future performance
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11. 4 Sales Team Quota Disparity
How many people on the team made quota?
Are a few saving the many?
Disparity can be a good predictor of long term success.
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12. 5 Historical Quota Performance
A missed quarter might not mean
much. Inconsistency though, can
lead to deep root problems 12
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13. The key is to
take non-quota
metrics and
compare them
to quota
attainment
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Use a scoring tool such as this one
to see whether it is best to invest in
the manager or put them on the
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bubble

15. Call To Action
• Involve more than quota attainment when assessing
Sales Managers
• Use both qualitative and quantitative to measure
their performance to date
• Choose 5-7 Non-Quota Sales Manager Metrics and
weigh them into the scoring equation tied to your
customers’ needs and company objectives
• Use / Develop a key on how to measure each metric
• Determine any circumstances out of their control
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16. Learn More
For a more detailed overview: The Most Critical Mistake a Sales VP Can Make
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