Create an effective, integrated performance management process
The single most important question facing a sales executive is, “How does the latest view of our sales activity impact likely revenue performance?” Yet consider the myriad planning functions that go into answering that question.
Sales executives must translate overall marketing plans into executable sales plans. In addition, sales executives need to measure sales force effectiveness and design incentive plans, all the while assessing profitability of territories, sales channels, product lines, and customers.