Definition: Sales Performance Management, also commonly referred to as SPM, helps more people hit quota more often by focusing on tools and processes to help the individual sales and channel personnel. Making sure your sellers are motivated, trained and are in the right territories is critical to your success and every dollar should be focused on doing just that.
Automate the compensation process and make payouts fast, accurate,and easily analyzed – and save your company significant money. Improve payment accuracy, boost productivity, and increase revenue. Generate clear, concise plans, complete with spiffs and bonuses, to drive sales behavior. Model comp plan changes to hit budget. Ensure compliance. Introduce program changes rapidly.
Quotas & Territories
Tie the creation of sales territories to data to maximize your sales force’s productivity. Speed up distribution of quotas. Define territories to deliver more revenue. Align corporate targets with the field.
Coaching & Appraisals
Provide on-target coaching to help every salesperson perform at their best. Understand what makes top sales performers great and connect customer feedback to provide much richer development plans that make every sales rep a top performer.
Give your sales staff an advantage over the competition by expanding their knowledge through training adapted to the way they learn. Turn your sales team into subject matter experts. Keep them learning no matter how long they’ve been with your organization. Motivate training though incentives including gamification. Deliver training where and when it’s needed through mobile devices.
Give new sales hires the skills and resources they need to become great contributors right away. Make sales talent and partners productive and generating money as quickly as possible. Guide them through the first 30-60-90 days with the information they need about your company, products, services, processes and everything esle they need to know. Maximize your ROI for sales talent.
Tap into your most accurate source of customer data to unlock critical performance insights on your sales, channels, marketing and customers to drive change and predict future performance. the data you collect as part of sales management to make meaningful changes to your business – and your sales results. Exponentially improve the accuracy of sales forecasting. Base decisions on data, not on hunches or assumptions.
RELATED SALES PERFORMANCE MANAGEMENT CONTENTS
CallidusCloud: a Leader in Gartner's Sales Performance Management Magic Quadrant Report