Sales Performance Management reviews by real, verified users. Find unbiased ratings on user satisfaction, features, and price based on the most reviews available anywhere.
The purpose of sales performance management tools is to monitor sales progress to determine and recognize success, or proactively respond to processes and employees that need to improve. They offer data through scorecards for both individuals and teams, providing transparent information on progress and potential failures. Many tools increase visibility with public dashboards and leaderboards that can reward top-selling team members while inspiring others. Administrators can set up sales contests to challenge friendly competition among team members. Leaders can use the metrics provided to determine what should be discussed during coaching sessions. The tool can also help with onboarding, making successful processes accessible and visible to new team members. Many sales performance management products integrate with CRM software.
To qualify for inclusion in the Sales Performance Management software category, a product must:
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For businesses with a dedicated sales force, monitoring sales effectiveness is a critical task. Many companies rely on sales representatives to hit quotas and drive revenue—especially in competitive industries and markets—or the business could go under. Similarly, a winning sales team is what separates many industry leaders from their competitors. Sales performance management (SPM) software helps sales managers track sales operations against goals and quotas. These performance metrics help identify sales leaders in the organization, as well as any team or employee falling short on goals. Managers can provide incentive to high-performing sales reps based on these observations and determine the right course of action for low-performing sales reps (e.g. coaching, reassignment).
While sales intelligence software utilizes data to target potential customers, SPM tools target sales reps. These tools help managers visualize data and offer insight into strengths and weaknesses of teams and individuals. This helps managers shape incentive and compensation plans on metrics such as quotas reached, contract renewals, and deal sizes. Depending on the size and structure of a business, sales cycles can be based on individual sales reps or specialized teams. The platforms in this category can track specific performance metrics based on user input; additionally, managers can determine which analytics matter most for their team’s success. Because revenue streams for the entire company rely on sales activities that generate commissions for salespeople, sales is a heated line of work. Managers can paint an accurate picture of operational efficiency and react accordingly by using these platforms; sales reps always know how their performance stacks up to the rest of the team.
Key Benefits of Sales Performance Management Software
Even if a company has an outstanding product or service and hires the most qualified salespeople to sell it, actual sales success is not guaranteed. Poor sales can occur for a variety of reasons such as personal struggles, inefficient selling tactics, or low demand. Additionally, trusted sellers may not always perform at the necessary level for expected revenue. It is crucial for team leaders to identify these gaps and work toward planning the appropriate fix. Conversely, it is hard to predict who will be the top performers. In some cases, newly hired sales reps might land more customers than seasoned veterans, while their compensation doesn’t accurately reflect this success. Managers should strive to update sales compensation regularly based on revenue and efficiency, with noteworthy incentives and promotion opportunities.
The software in this category offer this type of sales analytics, which can help managers adjust sales compensation and training strategies based on high and low performers. Performance metrics can give management insight into the effectiveness of their sales playbooks, outreach strategies, and even their product; if performance is lacking across the board, it may be indicative of a larger issue.
Both regional or global sales teams benefit from tracking their successes and failures. These metrics help the whole company; a company’s bottom line is closely related to sales performance metrics. Adjusting incentives, employee feedback, and employee positioning proves highly effective for increasing revenue and customer satisfaction, as well as the general health and trajectory of the entire business.
The benefits of these products extend through an entire organization. They are primarily designed to help sales teams drive revenue and maximize customer engagement. The following are the ideal use cases for SPM platforms.
Sales management — The managers and other leaders within a sales department hire and train the best salespeople, and then monitor their work, making adjustments where necessary. The platforms in this category leverage user-friendly visuals to track achievements and efficiency throughout the sales department for management. With these tools, administrators can use their preferred method of tracking performance and know how each salesperson measures up on a daily basis. These metrics, paired with personal interactions and performance reviews, helps managers make educated decisions about who to promote, how to distribute compensation, and which employees need coaching or other assistance.
Smaller sales teams will often take a more hands-on approach to performance monitoring since each closed deal (or lack thereof) has greater visibility and more direct impact on the company.
However, as a sales team grows, it can be difficult to know how each sales rep is performing. Sales performance management tools offer managers convenience and insight with summaries about individual performance, and insight to the sales team’s performance as a group. With this knowledge, managers can get a sense of how employees and the entire team are driving sales, and how they need to adjust their strategy. This relates to employee recognition and compensation as well as the entire sales model. To keep up with competition, modern sales teams may regularly adjust their approach based on the performance of sales representatives. These tools help track performance data with minimal effort, so managers can spend more time building out strategies and ramping up employees.
Sales representatives — The data and insights generated by these platforms is significantly valuable to employees, and not just the management team directing their operation. In many cases, these products put team success into perspective so employees can have an idea of their standing. With these timely insights, sales reps know when they need to accelerate their efforts to keep up with the rest of their team. On the flip side, when high performers notice their colleagues falling behind in their sales numbers or work rate, they can offer personalized coaching or collaboration.
Sales performance management software often shares features with sales gamification software. While comparing an individual’s performance to the rest of a team can be a source of stress, it can also drive camaraderie and friendly competition while improving business outcomes. These tools can help put sales efforts and achievements in perspective alongside a salesperson’s teammates. This adds an engaging new dimension to the daily grind of selling a product or service, as reps routinely take note of their performance metrics and work together to continuously improve.
The products in this category offer diverse sets of tools related to measuring, sharing, and reacting to the performance of sales teams. The following are some common features of the diverse solutions in this space.
Scorecards — Sales performance can be a complex topic depending on the scope of a business and the strategies involved. A number of products help summarize these insights with grades or scorecards, similar to a report card that helps teachers summarize the performance of students. Scorecards can be programmed to track team quotas, work loads, and expectations. Once configured, scores can be automated and updated regularly by team administrators (e.g. daily, weekly, quarterly). In addition to basic success with selling, scorecards can measure other aspects of sales performance, such as outreach efficiency and customer retention. There are a plethora of performance insights that can be generated within these platforms, but scorecards help simplify data and give quick snapshots of high and low performers. Scorecards help expedite incentive programs and other management decisions.
Dashboards — In addition to grading and scorecards, a number of SPM solutions generate detailed performance data that can be accessed and shared through intuitive dashboards. There are various analytics that help managers and sales reps gain a thorough understanding of the team’s performance, and know what areas are thriving and struggling. These data capabilities vary from product to product, but can often be viewed in customizable dashboards. Metrics not only help managers track employee performance, but help sales reps know where they stand with regard to ongoing expectations. Sales performance dashboards sometimes integrate with other company dashboards such as corporate performance management software, so executive teams can track sales numbers in relation to company KPIs and adjust strategies when necessary.
Goal management — There are multiple ways that sales teams structure their goals and quotas to generate necessary revenues for the company. Several platforms in this category allow goal customization that can be tied to tracking team performance for optimal business outcomes. This might involve the creation of one-off and ongoing sales team goals along with other significant details related to each goal. Goal management features allow administrators to establish important goals and manage deadlines alongside team assignments. In some cases, users can program deadline warnings and notifications, along with other useful notifications or content related to certain goals. Platforms may also allow users to create team challenges related to specific goals. This is another way that sales performance management tools relate to sales gamification software.
Employee feedback — Performance management does not end with observing performance data. For proficient sales managers and leaders, these observations should be followed with feedback and coaching for reps who are having issues reaching their quotas, not to mention positive feedback and incentives for those who perform well. A number of products in this category include features for engaging with sales team members in this way. This might entail direct messaging and suggestions in the event of poor performance, along with other feedback tools unique to a given platform. SPM tools might share features of sales coaching software. This software allows senior members to observe or collaborate on a rep’s sales calls, while offering timely feedback on their performance in different scenarios. Certain platforms may also integrate with sales training and onboarding software, so managers can link employees to specific courses or training sessions based on their skill gaps. By following sales performance observations with personalized feedback and coaching, sales management teams do everything they can to improve performance among sales reps before deciding on corrective actions.