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Managing a sales organization demands a high ability to set relevant and commercial goals, to secure that agreed activities are actually carried out and to create commitment from your sales people. ProSales research reveals a number of success factors for sales performance management:

use the right kpi

“What gets measured gets done”. Setting a sales budget is not the same thing as managing performance. Consider what are the measurable activities that drives sales and will be performed by the sellers? For these activities, you need to connect key / KPIs for clear direction and monitoring. On top of this – different sales logics have different KPIs – you can not measure performance for all sellers in the same way.

Coach actively and regularly

One major difference between successful companies and their competitors is the ability of management to coach their sales people. Sales coaching is about creating commitment to sales goals, building a shared view on behaviours and activities that lead there, and sustaining an active dialogue on activity and performance.

secure learning from all deals – won as well as lost

Successful sales organizations are development-oriented. They sustain a vivid dialogue around markets and customers, the functioning of their sales process, and constant improvement. One important part of this is an ongoing and systematic win/loss analysis, something that too few companies engage in.

Make sure your crm really supports your sales force

CRM systems are too often perceived as everything but support. Systems that support forecasting and monitoring requires high usability not only for you, but most importantly for the sales force. Simple work flows, relevance to the sales logic and a direct utility for the user are some important key words when choosing CRM systems.

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