Do you struggle with closing enough sales?
Traditionally, organizations have used sales performance measurements to provide continual feedback, coaching, and development. An organization’s sales performance management requires a long-term view toward skills and capability development, balanced with tactics experimentation, technology and tools. The sales organization should focus on the upper boundaries of performance instead of measuring against the minimum. Success must be continuously celebrated, under-performance quickly addressed, and the bar continually raised.
Ultimately, your sales team’s performance hinges on the people, the processes in place, and a culture that guides and motivates them. Many sales organizations have talented, experienced people who’ve demonstrated the ability to achieve revenue goals during their careers. So, the people aren’t typically the issue when performance isn’t as expected. Measuring effectiveness requires a defined process to measure against. The most successful processes are defined in alignment with how customers buy, not how sales people prefer to sell.