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Sales Performance Management (SPM)

The 5 Steps of Effective Sales Performance Management - Part 2

The 5 Steps of Effective Sales Performance Management – Part 2

Part Two: Territory and Quota Planning

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.

By Amanda Silvernale | September 17th, 2013

Sales Performance Management Success – Sales Gamification for Motivation

Sales Performance Management Success – Sales Gamification for Motivation

By Amanda Silvernale Product Marketing Manager, CallidusCloud A recent guest post from Mike Kunkle, Apply Sales Analytics to Fuel Sales Coaching and Sales Performance, tackled how to measure sales reps and turn your B players into A players. He went into detail on sales analytics and how to rank reps based on key performance indicators. All sales managers have done this, if at the very least, it’s all in their head based on their own observations.

By Amanda Silvernale | August 26th, 2013

Want Sales Performance? Coach Sales Behaviors

What makes a great racing bike? Anyone can tell you it’s a bike that rides fast and maneuvers well. But if you want to actually build your own great racing bike, this information is not helpful. You need to know about materials, weight, the wheels, tires, and which work best together on different terrains. Now what makes a great salesperson? Sure, it’s someone who sells a lot of stuff; but if you want to assemble a high performance sales team, this is not helpful.

By Giles House | March 26th, 2013

Coaching and Preparation Make Super Bowls - and Sales Leaders

Coaching and Preparation Make Super Bowls – and Sales Leaders

Unless you've had your head in the sand, you surely noted Sunday's Super Bowl. Early on it looked like it was going to be a one-sided affair; but after a bit of inspiration from Beyonce, Destiny's Child and a power outage, the San Francisco 49ers made a game of it and nearly snatched victory. But in the end Baltimore claimed the spoils.

By Giles House | February 5th, 2013

The Sales KO - Kickoff or Knockout?

January marks the start of the new financial year for many companies and is punctuated by the obligatory sales kickoff. This usually involves flying a whole bunch of sales people around, a load of PowerPoints, some motivational speeches, a few hi-fives and a hangover or two. Some companies spend small fortunes on these meetings. Comedians, musicians, sports people and politicians have all been enlisted – Ricky Gervais of The Office, Alicia Keys, Joe Montana and Colin Powell have all done the rounds.

By Giles House | January 18th, 2013

Are You Teaching Bad Habits with Your Sales Coaching KPIs?

Are You Teaching Bad Habits with Your Sales Coaching KPIs?

By Lorna Heynike, Senior Vice President, and Curt Richtermeyer, Vice President, Sales Effectiveness Solutions After our session at Dreamforce ’11 with Comcast on leveraging Sales Coaching for driving more effective selling, the booth buzzed with conversations as attendees lined up for demos of our MySalesCoach iPad app, and discussed best practices in coaching. The most frequently asked question: How do you know what to coach on? That is, what are the key performance indicators (KPIs) that lead to improved sales performance?

By CallidusCloud | September 21st, 2011

The Case for Sales Performance Modeling

The Case for Sales Performance Modeling

By Lorna Heynike, Senior Vice President, Marketing All finance and sales leadership teams aspire to gain control amidst uncertainty. They need to make sound business decisions that can outlast dynamic, complex market and competitive conditions. Each quarter, financial analysts and sales leaders spend weeks locked away with spreadsheets, CRM systems, and Financials platforms to forecast top-line and margin performance, and to make business development decisions that drive increased sales efficiencies.

By CallidusCloud | August 30th, 2011
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