In order to manage their teams successfully and hit their revenue number, sales leaders must carefully measure their individual sales reps’ performances. For many sales managers, this process begins in Salesforce.com, which has become the go-to tool for tracking, measuring and ultimately improving sales rep performance. But like any powerful tool, Salesforce is only as effective as the person using it. If you want to better leverage Salesforce.com and get more from your team, you need to understand the most essential sales metrics.

In this eBook, we will focus on key Salesforce.com sales metrics in three key areas – activities, sales pipeline and sales results – so that you can go beyond scratching the surface of sales management and start digging into the metrics that truly matter.