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Overcoming 5 common mistakeswith sales incentive systems
Forgetting the “Management” in
Sales Performance Management
COMMON MISTAKE#
What Sales Compensation Managers tend to do
Focus extensive time and energyon automating calculations
What Sales Compensation Managers should be doing
Manage sales performance, and drive behavior that aligns with
company strategies
Provide reports and dashboards that enable managers to track regularly and focus their efforts.
Tip
John Linsmar has the lowest quota
attainment percentage: I’d better click through to see his metrics to find out what’s up.
TipGive managers (and representatives) the ability to drill down to understand the metrics that matter.
John is strong in customer interactions. He has nine interactions per day and, our benchmark is set at five.
But he is weak when it comes to no decision loss ratio and sales cycle length, so I should train or coach him in these two areas.
Customer example: Learn how DestinationXLused Sales Performance Management technology to drive training programs.
[Managers] can understand, at a glance, the productivity of all of their associates.”
“Management uses the information about store productivity—how many units the store sells every hour, and how many dollars each of those transactions is worth—to help drive training programs.”
Senior vice president of human resources,[supply company]
Download the full case study
Look at Sales Performance Management from a holistic employee lifecycle perspective
Assign quota and territory
Encourage desired behavior
Process incentivesVisibility for alignment and coaching
Learn to be a better seller
Model and deploy changes
Use analytics to close more sales
Profile your “A-team”
Hire the best sellers
Onboard for a quick “ramp-up”
Download the Aberdeen Group report Beyond the commission: will you stay ahead
of the SPM maturity curve?
You will learn:Peer-driven recommendations for the modern sales leader and sales operations practitioner, including both basic and advanced sales performance management best practices.
