Sales performance management – what is it really?


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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.

Republished with author's permission from original post.

Janet Spirer
For more than 30 years Janet Spirer has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Janet has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Janet is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers and the Sales Training Connection.


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