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In that case one of the primary
goals of the KPIs will be to assist communication. There is no doubt we accountants aren't
good at that, so the critical role KPIs can play in this is to help us determine what information
anyone needs to fulfil their objectives. I think it is essential to bear this in mind.
Yet not all the sales person's objectives will be financially focussed. When I've been
responsible for sales teams my first desire has always be that they are competent. By that I
don't just mean that they can close a deal (although that helps).
I want them to really understand what the rest of the company does, how it works, when it can
deliver product and what that product really costs...
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