Subtitle: Optimizing the Employee Lifecycle in the Lead to Money Process
Published by/Authors: CallidusCloud
Length: 8 Pages SLMA Note: ($) indicates an important statistic or statement
This covers the basics of Sales Performance Management (SPM) that everyone in sales should read and understand, from management to the sales team.
Highlights: 5 Steps
- Hiring, Onboarding and Training. Finally someone said it; the average amount of time it takes before a sales person is fully functional is the length of Sales Cycle plus 90 days. Prescreening and Selection addresses the requirement to find the right rep: Testing, online interviews, and comparing the results to your team get a paragraph (an important paragraph) ($)
- Planning with Quotas and Territories. The most important statement: make sure the quotas and territories are based on objective market data. Lots of quick tips. ($)
- Giving Appraisals and Coaching. This is the longest segment of the paper. The authors say lack of data is one of the biggest difficulties in coaching; meaningful metrics are quoted.
- Establishing Compensation and Rewards: The discussion automating the compensation process (which relieves accounting from doing something they don’t understand, dislike and are not good at) is worth the whole paper. They cover various ideas about the best compensation program for different teams. Aberdeen research is quoted.
- Introducing Gamification Techniques. Not a new discussion, but something worth looking at. They cover benefits, popular techniques and group goals.
SLMA Comments: This white paper may be short, but it punches. The authors are right to push sales rep failure onto management that does no on-board, training, or set reasonable expectations. How often do we see company management hire someone they think is experienced and then they stupidly (yes that is the right word) leave them to flounder, burning prospects, time and money before they are fired either within a few months or even a year or two (one is too soon and one is too long).
They don’t say it, but I believe the number one failure of new sales reps is a lack of sales management.
Not a self-serving white paper. 11 references that are worth noting.
Why It’s Important:
- Sales Management
- Sales Managers
- Sales Operations Management
This review was conducted independently without the advice or consent of the publisher.
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