Managing Sales Performance

Sales performance means that you’re getting the best possible results from your team’s work. It’s about providing clear goals to strive for, the right motivation to get there and all the resources they need along the way to make it happen.

How can sales KPI be improved?

Sales managers play a big role in this effort. They must set the right expectations, coach their reps, and give constructive feedback to ensure everyone is on track to meet and exceed their revenue targets. Having the right technology in place makes this easier by automating processes, improving communication and helping to build strong sales pipelines. Software also helps to ensure that commission payments are calculated accurately and paid on time – a boon for both salespeople and their managers.

Managing sales performance requires a deep understanding of the entire sales cycle. It starts with mapping sales territories to maximize their potential, then setting quotas that align with your sales objectives and top-level revenue targets. This process includes using historical and pipeline data to optimize quotas over time, based on how fast or slow your team works, the type of customers you sell to and more.

Then it’s on to analyzing the sales forecast and planning how to achieve your business objectives. This analysis reveals several profit levers, such as the ability to recognize and sell economic value to counter buyers’ efforts to commoditize your offerings, and the opportunity to improve gross margin through better customer mix or price increases.

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