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Sales Performance Management (SPM)

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

New sales hires take an average of 10 months to become fully productive, according to CSO Insights. Because they’re just starting the learning curve, that tends to be where they get the most attention from learning organization – they must be brought up to speed, after all. But the learning trend for sales is a bit troubling after that. In many cases, once a sales rep is deemed ready and trained, they’re cut loose from training and sent out on their own.

By Chris Bucholtz | October 31st, 2014

The Ongoing Evolution of the Salesperson: Adapt or Die

The Ongoing Evolution of the Salesperson: Adapt or Die

Like everything else in business, sales has evolved. Evolution is not a voluntary thing – if conditions allowed it, dinosaurs would still roam the earth. But conditions change, and the dinosaurs failed to change with them – except for those who evolved into birds.

By Chris Bucholtz | September 29th, 2014

Hiring Salespeople: their Key Attributes, and the Technology to Capitalize on Them

Hiring Salespeople: their Key Attributes, and the Technology to Capitalize on Them

A recent article on Forbes spotlights how Southwest Airlines hires people with a key attribute – empathy. One of the things they do with prospective flight attendants is to gather a number of them together and then, one by one, have them tell the story of their most embarrassing moment. The interviewers then watch – not the speaker, but the listeners, looking for empathetic reactions.

By Chris Bucholtz | September 22nd, 2014

How to Eliminate Waste in Your Sales Process

How to Eliminate Waste in Your Sales Process

According to Smart Selling Tools, only 35% of a sales rep's time is spent selling. What about the remaining 65%? Is it full of Muda? What is Muda? Muda is a Japanese word meaning waste and is a key concept in the famously efficient, Toyota Production System. "Eliminating waste is the key to efficiency" in the just-in-time system pioneered by the world’s largest car maker. Simply put, Muda comprises all tasks that are unnecessary and add no value.

By Poornima Mohandas | August 21st, 2014

Want to Clone Your Best Sales Reps?

Who said cloning is only for sheep and pigs? While Dolly the sheep did not survive past her sixth birthday and cloning technologies are not efficient enough, just yet for humans; there are technologies out there that can help clone the best behaviors among humans. And you could apply it to your high-performing sales reps! High-performing, high-energy sales reps who easily impress today’s educated customers and quite naturally close million dollar deals are an asset to every organization, but unfortunately they don’t come in droves. They are few and far between.

By Poornima Mohandas | July 11th, 2014

Where Are You With Your SPM?

As head of sales operations I constantly work to drive efficiencies within my sales organization and advise customers on the same. Along the way, I’ve noticed something that never fails to shock me: even very high-tech large enterprises often rely on largely manual Excel-based systems to manage their sales reps’ commissions and compensation. Needless to say such systems are slow, reactive, and only tackle immediate challenges; they are not really forward looking and fail to successfully drive model selling behaviors.

By Christine Dorrion | July 10th, 2014

Sales Leaders: Ensure Your Team Avoids Time Wasters

Using Sales Performance Management to Save Time

Time is Money

One of the biggest time wasters within an organization is having a poor strategy.  From the sales leader’s perspective, their strategy starts with sales performance management (SPM).  SPM is a vital part of a sales organization’s effectiveness.  Pulling in data and tracking metrics is an important piece of having an effective sales coaching process in place.  In many organizations the data that is necessary for customized and targeted coaching lives in disparate systems and at times is inaccessible to t

By Jon Skog | December 17th, 2013

The 5 Steps of Effective SPM – Part 5 – Sales Gamification Techniques

The 5 Steps of Effective SPM – Part 5 – Sales Gamification Techniques

Part 5: Introducing Sales Gamification Techniques

We’re continuing on our series aimed at outlining the five areas of sales performance management (SPM) and ways you can improve your company’s SPM strategies using all the tools at your disposal. The fifth and final step to SPM success is focused on driving behavior through sales gamification techniques.

By Amanda Silvernale | October 15th, 2013
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