Sales performance management

What is sales performance management, why is it more important than ever and what strategies and technologies can sales leaders adopt?

Sales leadership has become unenviably complex. A number of conflicting and converging factors have combined in recent years, coercing...
If you’re keen to boost the efficiency and effectiveness of your sales team by going down the sales performance management (SPM) route,...
While most organisations have introduced some form of sales performance management activity over recent years, ensuring it works has proved...
Sales performance management is all about continuous improvement – ensuring that the strategies, tools and processes are in place to...
Such is the intrinsic link between sales and incentives that there are countless studies covering the pros, cons, psychology and science of...
The ‘sell or you’re fired’ mentality that traditionally permeated the sales world has made way for a more nurturing approach in recent...
The core capabilities of sales performance management are many and varied, ranging from incentive compensation management to territory...
One of the most significant ways that sales has evolved in recent years has been the movement to adopt a far more analytical approach,...
We’ve all heard the old adage ‘what gets measured, gets done’. But the big question is, are these very measurements steering our sales...
While salesforce automation (SFA) systems are perfect for capturing sales activity and providing sales teams with access to information...