Sales performance management and C-level goals

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Before diving into planning for sales compensation, get a fix on the company’s business goals and strategy. See why having a framework in place is critical when designing a sales strategy and compensation program.

Learn more: http://www.ibm.com/analytics/us/en/business/sales-performance-management/

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Sales performance management and C-level goals

  1. 1. C-Level Goals for Sales Performance Management In 2017
  2. 2. We recently worked with a multibillion-dollar company to help design its Sales Compensation Program. Rather than starting with the plan, we started with the business strategy.
  3. 3. We met with the CEO of the company, the president and all the heads of sales and asked them about the priorities for their business
  4. 4. Here are what their goals were:
  5. 5. “We want to drive twice as much sales productivity three years from now.” Gain greater productivity from existing resources
  6. 6. Drive a sales-oriented culture “We need to break the complacency in our sales culture.”
  7. 7. “We want to execute our strategy of offering our full portfolio of solutions based on customer needs.” Promote cross-selling of our portfolio
  8. 8. “We need to build the sales organization of our future with one face to the customer.” Structure for solution selling
  9. 9. Align to high-value segments “We want to align our best sales resources with the right buyers further up in the organization.”
  10. 10. To make the connection between these business priorities and compensation, the company’s leadership focused on its priorities for the design of the compensation program.
  11. 11. As sales executives determine priorities for their business related to sales compensation, they need to set their C-level goals. These goals will define the major priorities for the organization that will be converted to the sales compensation plan. Learn more about setting goals for sales performance management ibm.co/spm

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