Does your company have new revenue goals? You probably need to include sales in the general goal. Think of your sales team and ways to manage it. An empowered and well-managed sales team can meet its objectives easily.Â
This is where sales performance management (SPM) comes in. It encompasses incentives that push your team, territories, the quotas you identify, and more. A good sales performance management program will make sure that everything is in place.Â
Why Is It Important?
SPM allows you to use data to your advantage. You can take advantage of historical data to streamline data. It will help you calculate quotas, identify sales territories, and optimize sales processes.Â
Eventually, it will help you improve your profits and maximize sales.
Sales performance management software and processes are essential to the success of your sales objectives.Â
Sales Performance Management Process
This process removes mystery from the sales process. It ensures that your teams are working towards clear, well-defined goals. It also ensures that sales teams have the motivation and resources they need to work towards specific goals.Â
This way, sales performance management helps your sales team work seamlessly. Working towards the same goal at the same time improves your chances of attaining it. Here is a guide to help you move the process along.Â
Revenue and Sales Management
The SPM process looks into the future. It seeks to estimate sales growth based on the present data. It considers the markets and territories that can help your sales team meet its objectives.
Advanced analytics and sales forecasting give you a clearer view of the atmosphere. They can improve your decisions.
1. Quota and Territory Management
You cannot meet your sales objectives without having clear sales quotas and territories. They improve the potential of your reach. SPM helps you put the best sales reps in the right positions, depending on your targets.Â
2. Profitability Management
An analysis will help you stay in control of your profits. You get a look at the decision-making processes and how they can influence general profitability. This way, you know what you can do to improve the chances of meeting your goals.Â
3. Capacity Planning and Workforce ManagementÂ
Once you have identified your territories, you need to ensure that you are working with the right team for your specific goals. The wrong sales team could make it difficult to back up your plans.Â
4. Incentive Compensation Management
After building your territories and pairing them with the appropriate quotas and sales teams, it is time to think of motivating them. Your incentive compensation management (ICM) program seeks to make sure that your teams are getting the incentives they need to meet your sales goals. Incentivizing success is the surest way to put your team on the right path.Â
 With proper implementation, SPM can yield significant profits. Here are a few practices to keep in mind when trying to build yours:
- Include everyone in the process through quality communication practices. Maintain open communication with team members like sales reps and leaders.
- Come up with incentives that match the team culture. While you want to push a sale, you shouldn’t forget your company values.
- Be transparent with your sales team. They should be able to access the relevant numbers to track progress.
- Take advantage of the appropriate technologies.
- Keep optimizing your efforts.
- Use what-if analysis to stay on track.Â
Sales performance management has plenty of benefits. It could be beneficial regardless of the size or nature of your business. As a sales leader, you have a lot to do, and if you aren’t careful, things could slip through the cracks. A good sales performance management program will ensure that your team achieves its business goals, quotas, and main goals.Â
