How One Company Used Data to Improve Its Sales Staff For this company, it's all in the numbers.

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Staff development isn't a term that excites most employees, but at KnowBe4, it's one of the most appreciated parts of the job. The Florida-based company sells security-awareness training to businesses, and each member of its sales team numerically tracks their efforts and progress (called substats). Weekly development meetings help them either continue growing or correct what's wrong. Expansion director Drew Graef explains a handful of one employee's substats from late 2016.