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.