Research Update: Sales Performance Management Priorities

Bob Kelly, Scott Sands


Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management.


The research will identify which elements of the SPM mix provide the greatest value to sales leadership, and wh(...)


Login, or become a Sales Management Association member to access more of this content. Join here.