Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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CASE STUDY – Sales Performance Management Solutions – Technology Overview and Cox Automotive Case Study

11:20 a.m. to 12:20 p.m.

THU 24 Oct

Grand Ballroom

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Sales Performance Management (SPM) describes a fast-growing technology solution category that addresses salesperson assignments, quota management, incentive compensation, and reporting. By integrating a continuum of performance management activities into a coherent whole, it clarifies expectations for salespeople, speeds administration of reporting and incentives, and offers all participants dramatically better insight into sales force capacity, objectives, activities, and outcomes.

This presentation reviews the range of SPM solutions available, the reasons firms are adopting these solutions, and the ROI they’re experiencing post implementation. Cox Automotive also details their experience and outcomes achieved after implementing SPM to track and manage their sales force with objective metrics and automated workflows.


Phillip Etefia

Senior Manager - Sales Incentives

Cox Automotive Inc.

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Scott Werstlein

Vice President, North American Sales


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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

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