Sales Performance Management

Sales organizations spend a lot of money on systems, processes, and people designed to improve individual salesperson performance and increase sales results. Yet, most sales organizations remain unable to effectively manage performance, let alone drive performance.

To drive sales performance, each step in the closed-loop processfrom strategy formulation to analysis of resultsmust be aligned.

1. Strategy
\r 2. Processes
\r 3. Behaviors
\r 4. Results

Organizational Strategy Drives Sales Processes
\r To create organizational alignment, the various processes required to manage a sales organizationincluding sales compensation management, objectives management, quotas management, territory management, and reporting and analysismust be properly implemented and managed.

Sales Processes Motivate Behaviors
\r The sales compensation plan, objectives, quotas, and the design of the territory for each salesperson provide them with an understanding of their goals and how their performance will be evaluated. Frequent feedback on their performance then motivates and reinforces desired behaviors.

Sales Force Behaviors Affect Results
\r Over time, with timely, accurate, meaningful information, management is able to assess whether the strategy is indeed driving the necessary behaviors and whether the organization is achieving the desired results.

Analysis of Results Determines Adjustments to Strategy
\r As individual and organizational performance is analyzed, the strategy and objectives must be adjusted, which then triggers the start of a new cycle of aligning strategy and processes, measuring and rewarding behaviors, reporting results, and analyzing and adapting.

Providers of Sales compensation management service/software websites

www.synygy.com
\r www.centive.com
\r www.cadillussoftware.com

Wikipedia link : http://en.wikipedia.org/wiki/Special:Search?search=sales+performance+management.+&go=Go

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