Two-thirds (or more) of sales organization's total spend goes to compensate sales personnel, but how much do sales organizations really focus on the human resources they invest in? In fact, many sales organizations have a fragmented approach to people related processes, unlinked to a comprehensive program, leading to poor performance in their day-to-day activities and low returns on their investment.
On the other hand, firms that provide integrated approaches to supporting the sales force's human capital at key job/life cycle stages can enable higher performance. These firms provide salespeople with balanced and coordinated on-boarding, training, enablement, coaching, compensation, and next-job transition processes. These programs form a comprehensive approach to Sales Human Capital Management.
Sales Human Capital Management, in its most basic definition, is how a company acquires, uses, prepares, motivates, and monitors its investments in sales resources to drive the company’s go-to-market strategy.
In this Sales Management Association webcast, Sales Economics' Tom Magas draws upon many years of high-tech industry sales operations experience, and recent client engagements to detail best practices in sales organization human capital management.
