Sales Performance Management

tailored solutions

Firstly, what do we mean by sales performance management? Ventana Research defines sales performance management (SPM) as "the practice of managing the effectiveness and efficiency of sales-related business activities and processes to a common set of customer and revenue goals and objectives. SPM and the activities and systems that support it, from sales compensation to sales forecasting, are becoming established as business requirements". 1

So SPM covers:

• Managing sales and incentive compensation from creating compensation plans through paying for performance to issue resolution.
• Systematically developing your Sales Team by consistent coaching and review from Sales Management.
• Enabling greater sales productivity through automation of sales presentation and proposal generation and RFP responses.
• Defining, setting and monitoring sales activities and performance against carefully selected key performance indicators (KPIs) to enable faster response to internal and marketplace challenges.

Two Hemispheres can provide you with products and services to help you improve in any of these areas.

Additionally, you may need a clearer and independent view of the pressure points in your sales organisation. Here we can help you to assess and develop sales talent within your current team, to model sales excellence in order to propagate the best practices from your top guns throughout the rest of your Sales Team, and to develop and manage more predictable sales revenue streams.

Finally, improved sales performance needs to be one strategic direction within an overall series of corporate strategy maps. Implementing the Balanced Scorecard Management System will ensure that Sales is aligned and plays a recognised part in achieving corporate objectives.

Check us out then give us a call to discuss how we can help you drive increased sales productivity.

1. Value Index Sales Performance Management 2011, Ventana Research