Does your company have a good sales performance planning process? Are your people on your sales team fully benchmarked against a measurable set of annual goals? Do they understand exactly what it is that theyre tasked with over the next year, to drive revenue growth for your company?

We find that many companies under-perform in doing proper sales performance planning with their sales people. As a result, their sales representatives under-perform and so do their companies. If your company is moving towards its fiscal year end, nows the best time to engage in sales performance planning with your sales team; particularly if youre having a kick-off event to celebrate the end of your fiscal year and start a new one. Its a great time to make sure youve set proper objectives and talk with each team member about what their upcoming revenue, margin and activity goals will be for the upcoming year.

Many companies that do sales performance planning feel that its absolutely a key part of their overall performance management system. Performance management is key to holding your people accountable and driving your sales team to achieve your companys revenue targets. If your company has not enacted a sales performance planning system yet, consider doing so immediately. If you need outside help, there are many sales consulting firms that can help you to put together a framework and system for effectively planning and measuring your sales teams overall effectiveness.

Andrew Rowe

Cube Management provides sales acceleration services to emerging growth and mid-market companies in the technology, manufacturing, healthcare and business service sectors. The experts at Cube Management work across the entire spectrum of marketing, sales and business development to provide customized solutions that drive revenue and profit growth. Cube Management combines Strategy, Process & People to produce winning results.