Sales leaders continue to face challenges in hitting revenue targets. That's no secret. Pressure is coming from increased competition, better-informed buyers who are doing internet research—and more buyers overall. Leaders have various levers available that can improve a team’s chances of hitting targets. They include ensuring that the territories, quotas and incentive schemes all align with company plans, while also maintaining focus on metrics and analytics. Aligning these factors contributes to a shared understanding of overall pipeline health and of the accurate status of in-progress sales opportunities, resulting in forecasts that are more reliable. This approach is referred to as Sales Performance Management (SPM).
Sales Performance Management is Key to Sales Team Success
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About the Author
VP and Research Director
Stephen Hurrell is responsible for the overall research direction for the Office of Sales at Ventana Research, including the areas of digital commerce, price and revenue management, product information management, sales enablement, sales performance management and subscription management. His focus areas include product and CS leadership, data-driven applications in sales enablement, financial reporting and planning, and billing and monetization platforms.