Sales performance management – what is it really?

Sales Performance Management

Have you done a Google search on the phrase “sales performance management” lately? One of our Sales Training Connection friends – Colletti-Fiss – did and found 360 million results! They narrowed the search by putting “definitions of” in front and 429,000 results appeared. And, as expected, most of the references related to software.

As they share in a new white paper – Sales Performance Management: Integrated System or a Collection of Disjointed Practices – “Software is, of course a valuable tool; however, as pointed out by a VP [of Sales] … it is important to first start with a set of common expectations about what sales performance management is and can do for an organization when effectively implemented.”

In the white paper, Jerry Colletti and Mary Fiss help CSOs think this through: defining sales performance management, providing a model that senior sales leaders and their teams can use to consistently apply sales performance management inside their organization, assessing the current state of implementing sales performance management initiatives, and providing suggestions for CSOs facing the challenge.

Click here to download the white paper.

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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