Firms routinely change the metrics used to gauge the sales organization’s performance. They may do so in response to changing priorities, restructured sales roles, or shifts in strategy. But too often, management finds that a change in metrics fails to correspond with hoped-for performance results.
In this webinar, Steve Gielda of Ignite Selling joins Bob Kelly, Chairman of The Sales Management Association, to examine the drivers of success associated with performance measure change, and the optimal criteria for selecting effective performance measures. Topics include:
- Ensuring performance measures support desired behavior from salespeople.
- Balancing measures of outcome and activity.
- Optimizing performance measures to improve revenue velocity.
- Establishing the right context for each performance measure.
- Differentiating and prioritizing performance metrics.