Workshop - New Trends in Sales Performance Management

 

Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation management. Using metrics to model various territories, balance resources, and predict outcomes; implementing rewards systems that are aligned with corporate objectives and sales strategies; and offering mentoring to the sales team are some of the key SPM innovations employed by successful sales teams. This session outlines the trends, (...)

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