In many sales organizations, performance management sounds something like this:
"Are you going to make your number?"
"How many did you sell?"
"You need to get in front of five customers a day."
"You did great this year. That’s why I know I can count on you for an additional 10 percent next year."
By nature sales organizations are revenue and numbers focused. Whether or not these organizations achieve their numbers depends, in large part, on how well they manage and leverage their human capital – their sales people.
Performance management, when designed and executed effectively in sales organizations, boosts sales productivity and helps retain sales talent. Below are seven best practices for implementing performance management in sales organizations. How does your organization stack up?
For more information or to contact Phyllis Roteman, President, The Loyalty Group visit www.theloyaltygroup.com/prodservsdescrp.html#twcc