In order to carry out continual optimisation and support growth it is necessary to identify and measure a number of sales process key performance indicators. When the sales process has been defined a CRM system can support and automate the process such that a professional sales manager can gain a rapid overview (dashboard) and develop and identify the individual salesperson's development areas supporting continual growth and development of the sales team. The issue with KPI/targets is not normally establishing targets, rather it's establishing the the right targets; targets which help to develop and further the defined sales process and thereby the company's total turnover and profits. Targets should be realistic and achievable as well as presenting a challenge to the individual as a sales team will often feature a spread of performance levels. Contact me with further information regarding the optimisation of my targets/KPI figures.