Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

Four Performance Benchmarks for Evaluating Sales Excellence

CPR metrics are quite helpful to top managers who are charging a sales organization with a leadership message. However, as one of our clients is fond of saying, "CPR isn't granular enough to provide specific direction in the individual selling effort." Often you need another level of detail, one that specifies the exact performance measures that could be associated with C, P, and R. Performance measurement, particularly for new or changed sales roles, includes selecting the best measures to evaluate sales results, defining expectations (e.g., quotas and goals), and tracking actual accomplishment. As we saw in the company situations at the beginning of this chapter, selecting the most ...