“the quality that allows an enterprise to embrace market and operational changes as a matter of routine”
Goals of Sales Management
The goals of sales management are to enable the organization to execute sales strategy, drive sales force behaviors, produce results, and analyze and improve sales performance.
Constraints to Executing Sales Strategy
The ability to execute the sales strategy is often constrained by the inability of people, processes, and platforms to rapidly and proactively adapt to change.
Prioritize Desired Outcomes
Agile sales performance management recognizes that priorities shift over time as change occurs and the desired business outcomes evolve.
Take Holistic Approach
Agile sales performance management requires highly specialized, flexible, and adaptable resources, including people, processes, and platforms.
Plan for Change
Agile sales performance management requires that sales organizations prepare today for the inevitable changes that are coming tomorrow.
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