CASE STUDY – Sales Performance Management Solutions – Technology Overview and Cox Automotive Case Study

31 October 2019


Sales Performance Management (SPM) describes a fast-growing technology solution category that addresses salesperson assignments, quota management, incentive compensation, and reporting. By integrating a continuum of performance management activities into a coherent whole, it clarifies expectations for salespeople, speeds administration of reporting and incentives, and offers all participants dramatically better insight into sales force capacity, objectives, activities, and outcomes.

This presentation reviews the range of SPM solutions available, the reasons firms are adopting these solutions, and the ROI they're experiencing post implementation. Cox Automotive also details their experience and outcomes achieved after implementing SPM to track and manage their sales force with objective metrics and automated workflows.

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