The Pitfalls of Over-Reliance on Metrics and KPIs in Sales Management

Sales management is a dynamic and complex field that requires a delicate balance between quantitative analysis and qualitative understanding. While metrics and key performance indicators (KPIs) have become integral tools in measuring and improving performance, an over-reliance on them can lead to significant drawbacks. This article explores the potential pitfalls of tracking metrics and KPIs excessively from a sales management perspective.