Performance Management
Sales organizations are awash in data- CRM, incentive compensation management systems, applicant tracking tools, and dozens of proprietary spreadsheets. Yet, sales reports do not produce actionable information.
The purpose of Sales Performance Management is to enable executives to turn sales analytics information into penetrating insight. The benefits companies receive through the implementation of SPM are:
- Track leading indicators to predict the future, not suffer from it
- Correlate sales reports to improve performance
- Compare relative performance to peer companies
- Assess rep performance accurately
| Calls Ranking | Sales Ranking Revenue ($K) | Sales Ranking ($/Call) | Market Potential Index (Rank) | Adjusted Sales Ranking ($K) | |
|---|---|---|---|---|---|
| Jones | 1,176 (6) | 2,208 (1) | 1,878 (1) | 1.25 (1) | 1,768 (4) |
| Smith | 1,418 (4) | 1,920 (2) | 1,354 (3) | 1.23 (2) | 1,566 (5) |
| Metz | 1,544 (3) | 1,800 (3) | 1,166 (5) | 0.94 (6) | 1,914 (3) |
| Gallagher | 1,601 (2) | 1,560 (4) | 974 (6) | 0.42 (8) | 3,758 (1) |
| Czarka | 1,129 (7) | 1,464 (5) | 1,297 (4) | 1.19 (4) | 1,227 (6) |
| Crispen | 987 (8) | 1,344 (6) | 1,362 (2) | 0.70 (7) | 1,918 (2) |
| Alexander | 1,271 (5) | 1,056 (7) | 831 (7) | 1.08 (5) | 977 (7) |
| Flynn | 1,722 (1) | 744 (8) | 432 (8) | 01.20 (3) | 622 (8) |