This webcast provides a first look at recently concluded research on corporate practices in sales performance management. It examines a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management.
The research identifies prevailing approaches and best practices in these areas, including the characteristics that differentiate high performing sales organizations. Research findings will offer a framework for assessing firm effectiveness in sales performance management.
