Is your organization setting unrealistic sales standards?
By Brian Thompson
Although managers may not doubt their employees are giving 100 percent, they may hold their staff to unrealistic standards that could actually bring down productivity.
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Sales performance management: Balancing hierarchy with reality
By Sathee Brent
Corporate hierarchies are in a peculiar state of flux. Tried-and-true methods of establishing corporate ladders are being questioned like never before, and the entrance of millennials withdifferent ideas about how any human environment should function into the workforce is compelling - or is...
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A guide to adopting sales performance management
By Brian Thompson
Sales performance management can drive significant change in the way your company functions. To a large extent, an organization's competitive advantage depends on the effectiveness of its sales team. Therefore, any technique or technology that can improve your team's ability to sell your...
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How sales effectiveness metrics can make training stick
By Sathee Brent
Sales effectiveness metrics can help managers make sure that sales training isn't just an empty exercise. Although organizations have longed coached sales representatives on their approach to lead generation and client interaction, there's no guarantee that salespeople always use these best...
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Laying the groundwork for performance and compensation management
By Brian Thompson
Performance and compensation management can engineer a transformation in your organization that is night and day from your previous productivity-enhancing schemes. Poorly deployed, however, these practices can leave your team in the dark. Without the right groundwork, performance-based...
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Sales Analytics: Using data to bridge sales and marketing gaps
By Sathee Brent
While sales and marketing have always been closely intertwined, the arrival of big data analytics in the enterprise offers new and exciting opportunities for the two disciplines to overlap even further. Sales analytics, in particular, allow team members to have a better idea of the types of...
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How to motivate employees with total compensation management
By Brian Thompson
Total compensation management is key to a motivated workforce. A motivated workforce, of course, is key to lasting business success. That much is clear - how to actually motivate your employees is an effective and lasting way is another matter entirely. There's an art to motivation that...
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Solid sales effectiveness metrics are crucial for pay for performance
By Sathee Brent
When employees do not feel like their value at a company is reflected in their compensation, they may look for other higher paying positions. As an important part of employee management, companies need to be able to connect compensation with performance because as the job market heats up, it...
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Straightening out the Bell Curve: Spurring sales mobility with smarter evaluations
By Brian Thompson
The Bell Curve has long served as the basis for many enterprise evaluations, including sales mobility. This model operates on the theory of "normal distribution" - the idea that an arithmetic mean for performance has an equal distribution above and below the curve. In short, it asserts that...
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Applying analytics to improve sales workflow
By Sathee Brent
If you're asked to think about sales workflow, your mind might conjure up a picture that emphasizes fluidity. After all, the word "workflow" has a certain connotation of a process that is functioning smoothly without any hiccups. However, as sales chains expand and change marketing and...
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Sales effectiveness metrics help defeat common obstructions
By Brian Thompson
When sales just aren't clicking along, it can be difficult to pinpoint a culprit. A slump may just be a fleeting performance dip, but it could also be indicative of a larger issue. Either way, there are any number of factors that could be the reason for underperforming sales. More likely, it's...
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