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How One Company Used Data to Improve Its Sales Staff

For this company, it's all in the numbers.

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By Stephanie Schomer • Feb 21, 2017

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For the second year, Entrepreneur partnered with CultureIQ to find the best office cultures in America. For more tips and profiles, check out the rest of 2017's Top Company Cultures package.

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.

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