Sales Performance Management
Sales performance management encompasses the strategies, processes and systems for establishing expectations, executing on goals, reviewing progress, and continuously improving sales team contribution. Key elements include goal setting, quota assignment, pipeline reviews, call monitoring, sales coaching, and performance evaluations.
Performance management aims to build capabilities, maximize team achievement, and sustainably grow revenues by optimizing every facet of the sales process. Transparency on expectations and recognition for stellar results drives consistency. Automation and integrated data feeds enhance visibility.
Done right, sales performance management strikes an optimal balance between structure and creativity. However, insufficient training, unrealistic standards, inconsistency, or poor leadership undermine performance. Management should focus on nurturing skills and removing roadblocks. Data-driven insights enable fact-based improvement.