Two New Approaches for Measuring the Success of New Sales Roles

Whatever financial metrics companies include in the sales compensation program, many plan designers have identified a need for less-quantifiable metrics. The rapid evolution of sales roles has resulted in rapidly expanding competency requirements for success in these roles. Longer sales processes, multiple customer interaction points, complex product/ service offerings, and disparate company coverage resources have clouded the measurement process.

The traditional "management by objective" approach is no longer popular in plans for new roles, perhaps because the planning and implementation were monitored or implemented inconsistently. Many companies have experimented successfully, ...

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