The Performance Management Process

Figure 14-1 shows the performance management loop and its consequences.

Figure 14-1. Components of a Performance Management System.

Goals lead to plans, which result in actions. Measurement is used to evaluate how well the goals are being met, how good the plans are, and the quantity and quality of sales actions. This leads to supportive or corrective consequences.


Most sales organizations set sales goals for salespeople. Chapter 11 discusses the issues involved in establishing sales goals and the methods used to do so. A formal performance management system established goals for capabilities, activities, ...

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