Sales Compensation Insight

To optimize your organization's sales performance management, we recommend that sales directors have Objectives and Key Results (OKRs) in their sales incentive plan so they can coach the behavior and reward the results that make their business successful. 

In this post, we’re going to explore some of the best practices around selling remotely.

At their most basic, a sales quota is a target that your sales team must meet in a specific period of time. They’re set by sales management as a way to encourage the team to meet sales targets, which are often tied to the overarching business goals your company has for any given year.

Statistics are an effective way for a sales teams or sales rep to increase a company's conversion rate, streamline its marketing campaign, and fuel the success of data-driven sales. Sales data is a form of sales enablement.

So, while it may be tempting to leverage Excel for sales performance management, here are some reasons you might want to think twice.

Sales quotas play an essential role in sales forecasting, monitoring sales rep activities, and set expectations that motivate sales reps to reach a predetermined level of activity.

Putting together a good remote sales team might seem like a challenge, but it is certainly manageable if you follow the steps below. Once you’ve established a process for hiring and managing your team, you'll find the benefits of having a good remote sales team makes the upfront investment well worth it.

While it’s true the sales field was inhabited largely by men for much of history, it’s about time we put to rest the males-and-sales stereotype. For instance, did you know that women on average have an 11 percent higher rate than men at closing sales deals?

If you have worked in sales performance management for more than 10 minutes, you will be familiar with this question. Why do salespeople make more money?

Clearly, compensation matters to sales reps. And in sales, compensation is tightly linked to performance. So anything you can do to keep your reps motivated and ensure they hit their quotas will help them make more money, be more productive, and encourage them to stick around.

In my time selling Sales Performance Management software, I have experienced a lot of highs and a lot of wins. I have also taken my share of hard hits and endured some searing disappointments.

As modern as the terms "big data" or "data scientist" may appear, they're actually nothing new. Obvious exceptions being made for the massive scale of current sales performance management solutions, merchants have been collecting and using data to drive business for thousands of years.

Sales performance management is a crucial part of your business, so you need to take care that your management is fostering the right environment for them to succeed.

Learn Performio's proven framework on how to drive sales performance in a team for your sales organization.

This video has two sales performance management experts teaming up to look at the factors involved in missing sales quotas and goals.