KPI Manager Sales Management 
Harvard Business Review
APRIL 8, 2015
One typical reason is that top executives haven’t managed to clarify something even more fundamental: how much priority they place on increasing profit margins. The challenge for executives is, of course, to manage their conflicting goals, or so-called trade-offs. Why is it that? That might sound strange.
Harvard Business Review
JUNE 16, 2015
A confusion between efficiency and optimization plagues many sales efforts. If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. The most under-utilized lever for improving sales is the performance review.
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