There are a lot of parallels between baseball and sales management.

First, it's extremely competitive.

Second, a million variables go into one very clear outcome.

Did you hit quota? Or, did you miss quota?

There is an epidemic failure across the sales management discipline to understand what is really happening.

What is driving bad outcomes? What about good outcomes?

This sales management epidemic leads sales managers to misjudge their reps and mismanage their teams.

Sales leaders need to be able to focus on coaching reps instead of identifying problems.