Aligning Your Metrics and Incentives with Your Sales Objectives

Description

Every company depends on its sales forces to implement its sales strategy in the most efficient and effective way possible. However, we frequently find that the strategic objectives of a sales organization are severely misaligned with metrics and incentives used to motivate its salespeople. When the objectives and measures are at odds, selling effort is misdirected and sales management struggles to keep the ship on course. This working session isolates such discrepancies by:

• Documenting the explicit objectives of your sales force
• Taking inventory of your existing sales metrics and incentives
• Assessing the actual behavior encouraged by your measurement and reward system
• Identifying where the objectives and behaviors work against one another
• Proposing new metrics that support and reinforce your desired sales force objectives

Outcome

This eye-opening work session will give you an understanding of where your metrics and incentives have been inhibiting improved sales performance. You will also end the day with a set of proposed metrics that will drive the right attitudes and behaviors in your salespeople. Once you have these metrics in hand, you can integrate them into your incentive programs to bring the two into alignment.

Duration

1 day

Participants

Sales executives

Contact

For more information, please contact: info@gtmpartners.com