Sales Performance Management
Sales Performance Management (SPM) is an integrated framework of competencies and supporting software applications that help organizations plan, model, and execute strategies to drive sales force effectiveness.
However, Synygy has found that most companies manage their sales forces through a collection of loosely-defined administrative activities that lack a strong foundation in SPM, which results in operational inefficiencies and lost productivity.
Based on more than two decades of experience and research, Synygy has defined six areas of SPM, which together drive sales performance and create an alignment between corporate strategy and sales goals, sales compensation, sales processes, and sales information.
- Sales
Compensation
Management - Sales
Data
Management - Sales
Reporting and
Analytics - Sales
Workflow Process
Management - Quotas
& Objectives
Management - Territory
& Channel
Management
The core of SPM is the effective management of sales commissions and other variable pay for salespeople, agents, brokers, partners, and others, which drives the right sales behaviors.
The consistent integration, validation, and use of sales, compensation, and performance data is a critical component of all aspects of SPM necessary to ensure fast and accurate processing of information.
Clear, insightful reports, alerts, and analyses of sales information, along with analytics tools for querying, viewing, graphing, and mapping data, increase understanding of sales performance.
To drive operational efficiency, it is important to design and automate sales processes, including managing disputes, inquiries, and all other processes involving the routing and review of information.
The design of quotas and objectives methodologies and the automation of quotas and objectives processes are needed to create and maintain an alignment between sales goals and strategy.
Aligning sales force structure and strategy requires the efficient management of changes to territories and channels, which improves sales force productivity.
