What is Sales Performance Management?
What are you doing to improve the performance of your sales team? In 2019, the top priority for 16% of sales teams is investing in sales enablement tools (HubSpot). Now, with the abundance of these tools available in today’s market, have you considered choosing sales performance management?
According to G2Crowd, sales performance management tools “monitor sales progress to determine and recognize success, or proactively respond to processes and employees that need to improve.” When it comes to sales performance, these tools are a manager’s right hand when it comes to evaluating rep and team performance, improving coaching and training initiatives, and surpassing quota.
Sales Performance Management
Sales performance management technology makes the daily activities of sales reps transparent to managers, so they can determine areas where improvement is needed or identify struggling reps who need extra coaching. Gone are the days of less-than-accurate manually input data; these tools provide 100% accurate information, leading to better training initiatives as well as forecasting and quota attainment.
With a sales performance management tool, managers can analyze call activity to see the progress of individual reps or their whole team. These tools often include dashboards and leaderboards that reward top reps and inspire healthy competition between teammates. Reps may have a greater incentive to improve when seeing their statistics in real-time, and managers can coach struggling reps by replicating patterns of behavior of high performers. Motivation plays a key role with these tools, as does education.
Further, by identifying these patterns of success, onboarding time can be reduced as managers can provide new hires with data-driven blueprints for success. ROI on training new hires and seasoned reps is maximized as training requirements are more easily identified, and managers can measure improvement to directly see the results of their efforts or any lingering problem areas.
Increase Visibility, Increase Performance
Don’t worry; the data provided by these tools is entirely accurate due to the elimination of manual data entry. Automated data capture also gives reps more time to spend selling – rather than on non-revenue generating administrative activities, like logging each call.
In summary, sales performance management makes the daily job of a sales manager that much easier and more productive. It is no wonder that sales reporting and analytics tools currently have the highest adoption rate of sales technologies with 68% (Salesforce). So, don’t fall behind the competition or your quota this year; adopting a sales performance management tool is a worthwhile investment in the success of your sales team.