Gartner describes sales performance metrics as measurable indicators that help sales leaders assess how effectively their teams meet objectives and drive revenue. These metrics vary by role and must be tailored—e.g., sales development reps are measured on lead generation activities, while account executives are judged on revenue and pipeline progression—so leaders can benchmark performance, identify strengths and weaknesses, and guide coaching and investments. Gartner promotes using comparative performance indexes that contrast individual results with peer performance to reveal what drives success, inform prioritization of enablement efforts, and optimize sales operations and strategy. Tracking the right metrics enables CSOs to make data-driven decisions that improve productivity, support

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