Using Performance Measures: Research Based Practices for Sales Organizations

25 March 2021


Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome-oriented measures like revenue attainment, activity measures such as the number of sales calls made, pipeline or process-related measures, and customer-focused measures such as customer satisfaction, adoption, or renewal.

Our recent research identified performance measurement practices among large sales organizations, including the changes during COVID-19 distancing. Using this research we provide a workshop on best practice approaches for selecting, assessing, and refining performance measures, including consideration of temporary adjustments to performance measurement during the pandemic and post-pandemic periods.

You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.
Upgrade your membership
2 Contributors

Become a member

Become a member