Research Update: Sales Performance Management Priorities

4 August 2017


Join us for a first look at the recently concluded research where we examine practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management.

The research will identify which elements of the SPM mix provide the greatest value to sales leadership, and which represent the most important priorities for improvement. It attempts to quantify return on capability investments in SPM disciplines, and uncover best-practice SPM approaches among high-performing firms.

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