Are you setting unattainable targets? It seems counterintuitive, but 95% of Chief Sales Officers (CSOs) reported higher revenue targets and 86% are not very confident they can reach them.
But the targets aren’t the only moving objects. With only 20% of sales people generating most of the revenue and long ramp-up times to get new ones up to speed, effective sales performance management is more critical than ever before. Those who can’t quickly adapt strategies and successfully implement them, risk both the company and personal revenue.