Sales Performance Management
Getting Everyone on the Same Page
While many companies are seeing a recovery from the economic downturn, the distribution and pace of forward progress are not necessarily being enjoyed across the board by all companies, industries or geographies. Firms are clearly seeking to capitalize on every competitive edge available to them, and the human capital of their sales team represents one of the most significant opportunities to grow revenue and market share by hitting quota more consistently. While the classic B2B sales organization may traditionally be identified with an “every man for himself” mentality among reps, and even Darwinian managerial techniques – only the fittest survive – is there perhaps a more user-friendly way to hit sales targets year after year? Are there ways to link lagging indicators such as turnover to leading performance metrics such as revenue?
Featured Insight of the Day
Companies that may have endeavored to shrink their bottom-line expenses, through difficult or even draconian staff and resource cuts during the recession, are now faced with only one option for increasing their thinned-out margins: growing top-line revenue, which can only be accomplished through sales to net-new or existing customers. Hence the predominant concern around insufficient growth in the top line, which is carried out exclusively by the sales staff. If excessive turnover or lack of management development within this team has the potential to derail quota attainment, the worries associated with this business pressure are well-founded. See Figure 1: Business Pressures Associated with Sales Performance Management.
How Demand Metric Can Help
If you need to overcome the business pressures associated with Sales Performance Management, check out the following templates:
Qualified Lead Definition Template
Sales Operations Prioritization Tool
Sales Operations Process Audit Tool
Next Steps?
If you are currently a member of Demand Metric and would like to learn more about how you can read the rest of this Analyst Insight and get access to over 6500 additional reports in the Aberdeen Research Vault, click here.
To learn more about the Aberdeen Research Vault, click here.
To learn more about Demand Metric, click here.
