Why Sales Performance Management Is Important For Your Sales Organization
Sales Performance Management(SPM) is a collection of operational and analytical processes that automate and integrate back-office operational sales activities. It is used to increase operational efficiency and effectiveness. The SPM features include incentives compensation management, quota management and planning, territory management, and sophisticated analytics. Sales executives usually use sales performance management strategies and tools in order to boost their sales teams' efficiency and effectiveness. Sales tools and tactics comprise several interconnected components, each affecting the others. They involve segmenting accounts, compensating employees, establishing territories, setting quotas, optimizing the pipeline, and forecasting. They are all inextricably linked. As a result, the most progressive sales executives approach sales performance management holistically, recognizing sales performance management as a single set of issues rather than as a collection of disparate