THE COMPETITION

Competitors that find ways to engage customers early in the evaluation process (through thought leadership website content, trade shows, or strategic relationships) are often difficult to displace once they are perceived as a trusted advisor— as opposed to just another vendor option to consider.

For many industries, new market entrants and nimble industry disruptors are using technology to level the playing field and capture market share that was historically monopolized by Fortune 1000 companies. Such competitive changes mandate a shift in sales strategy.

Modern sales teams need to adjust to this disruption of their profession. Consequently, sales leaders need to understand the new realities of their dynamic selling environment, and adopt new tools and management styles which empower their teams and foster an agile, insight- driven culture. Making instinctual decisions on critical strategies like territory assignment and sales incentives is a strategy fraught with risk. The most successful sales leaders find ways to adopt Sales Performance Management (SPM) applications so they can make confident decisions based on quantifiable facts. 

MODERN SALES PERFORMANCE MANAGEMENT (SPM) DEFINED:

Technology solutions that support the end-to-end data collection, analysis, workflow creation, and overall management of sales operations in order to systematically improve individual and team sales performance.