Drawing on an old proverb, WILL LANDON says that sales targets are seldom achieved by focusing solely on the target alone. It's more important to look at the strengths and weaknesses of those in the sales team. When I was a young boy I remember an old gentleman in our village who told me that "If you look after your pennies, the pounds will look after themselves". Even back then the meaning of this proverb was easy to understand and it seems to me that it can be applied to many key performance indicators in business today, with the KPIs being the 'pounds' and the factors that drive them being the 'pennies'.
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