Motivation and Changing Behavior
People do what they are measured on and rewarded for. The right blend of performance measures and recognition is fundamental to directing the right sales efforts. Too often the mix is poorly designed and drives the wrong behaviors.

Leading and Lagging Indicators
Sales effectiveness measures should be a combination of leading indicators that track the sales funnel and opportunity pipeline, and lagging indicators that track close and hit rates. Measures that reflect performance expectations allow the sales process to be assessed at each step, weakness identified and corrective action taken.

Hard and soft rewards
Rewards and recognition are the optimal set of hard and soft performance compensation designed to motivate performance, close competency gaps and change behavior.

Our solution

• Identify the right set of leading and lagging performance measures
• Align compensation strategy with sales strategy
• Continually track, report and provide coaching on execution effectiveness
• Use fact based coaching and support to close performance gaps

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