Setting Performance Expectations: What to Do and How to Do It

Software applications designed to help companies improve the process used to assign sales quotas to their salespeople are available from a limited number of CRM vendors. In fact, an article in Customer Relationship Management indicates that most CRM systems offer limited functionality for sales managers when it comes to decision support tools for applications like quota-assignment.[1] According to that article, there is one notable exception, and that is Ockham Technologies, a software company specializing in tools to help managers increase sales productivity.

Jim Triandiflou, Ockham Technologies' president and CEO, believes that the best way to establish quotas for a sales force is ...

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