Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list
11:20 a.m. to 12:20 p.m.
THU 24 Oct
Plaza Ballroom
Sales organization’s don’t flinch when it comes to assigning performance quotas, even to brand new hires. But too often they overlook the learning milestones essential to a new hire salesperson’s ability to establish initial success. This session discusses a bold departure from conventional practice: holding new salespeople accountable for learning objectives before holding them accountable for performance outcomes. Achieving such outcomes can be use as gating mechanisms that delay a salesperson’s incentive pay eligibility until they’ve demonstrated mastery of learning objectives. A case study example from a large sales organization that implemented this approach is reviewed, showing substantial increases in overall new salesperson productivity and a larger percentage of salespeople achieving performance quota in their first year.
Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list
The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303
Tel. +1 (404) 659-0400