An Executive Perspectives

Leadership in Planning for Sales Performance

We hear all the time that we’re existing in an age of information. If that’s the case and we have more data at our fingertips than ever before, why isn’t every sales organization operating at historic levels of efficiency?

How often should a manager review pay and performance metrics?

Many sales organizations struggle to provide front-line sales professionals and managers with a unified view of quota and territory performance and progress to on-target earnings (OTE). How would you advise sales organizations to best address this challenge?

All of these questions play key roles in the performance of your sales team. Do you know the answers? Read the exclusive Q&A with Mark Smith, CEO and Chief Research Officer at Ventana Research, and see the answers all of questions and more. Based on our primary research and decades of experience, this Q&A will help you better your sales team and create analytics and a compensation program the truly empowers your sales team.