SPM

Using Performance Measures: Research Based Best Practices for Sales Organizations

25 February
 
3:20 pm
 - 
4:00 pm

About the Session

Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome oriented measures like revenue attainment, activity measures such as number of sales calls made, pipeline or process related measures, and customer focused measures such as customer satisfaction, adoption, or renewal.

Our recent research identified performance measurement practices among large sales organizations, including the changes during COVID-19 distancing. Using this research we provide a workshop on best practice approaches for selecting, assessing, and refining performance measures, including a consideration of temporary adjustments to performance measurement during the pandemic and post-pandemic periods.


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