Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated.
This webcast provides a first look at recently concluded research examining how sales organizations use of these various measures, and the adjustments they made in response to the 2020 global pandemic. The survey attempts to identify emerging trends in performance measurement by sales role, and management’s expectations for future short term adjustments to performance management and measurement efforts.
Other resources available related to this research
A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.