Gartner Blog Network

Category: 'sales-performance' Blog Posts

from the Gartner Blog Network

4-Box Alternative to Linear Account Tiering

by Dave Egloff  |  July 20, 2020

Earlier this month, I wrote about customer segmentation and tiering and highlighted how in uncertain or down markets, sales leaders essentially demote some accounts to reduce the cost of sales. ...

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Three Ways to Get More Productivity from Idle Sellers

by Dave Egloff  |  April 6, 2020

Sales leaders are looking for more from their sellers – but more what?  Certainly, you can get more calls out of field sellers who are quarantined in their home-office, but...

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Five Tips to Improve Sales Effectiveness of Smaller Teams

by Dave Egloff  |  November 7, 2019

Nearly all sales leaders have an eye on sales effectiveness. However, it is those leading smaller sales forces that should be the most keenly aware of where sellers are losing...

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Holistic Sales Performance Management

by Dave Egloff  |  September 11, 2019

Sales performance management can be simply defined as an ongoing engagement where seller activities and results are assessed and improved. Sales leaders typically leverage sales performance data to inform compensation...

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Comments: 1

Sales Compensation Redesign Pre-work

by Dave Egloff  |  July 15, 2019

It’s getting to that time of year where sales compensation design discussions are about to kickoff.  For many stakeholders — including compensation plan designers, sales leaders, and senior executives  —...

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Sales Productivity Improves Decision Making

by Dave Egloff  |  June 26, 2019

In my last blog post, I talked about the intricacies in calculating sales productivity in a complex sales environment.  I ended that post with this statement, “Despite being nuanced, creating...

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Comments: 2

Complexity of Sales Productivity

by Dave Egloff  |  June 10, 2019

Seller productivity is a popular metric for many sales leaders. Simply stated, sales productivity can equal the revenue generated by the seller’s book of business.  However, as sales organizations evolve...

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Measuring Seller Performance – Absolutely or Relatively

by Dave Egloff  |  May 29, 2019

Sales leaders examine seller performance in distinct ways.  Two common methods include using either an absolute or relative approach. Absolute Sales Performance Absolute sales performance is the simplest approach where...

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Coaching Sellers Effectively and Objectively

by Dave Egloff  |  May 13, 2019

There is an old proverb that is commonly used in the corporate world – “If you want to go fast, go alone.  If you want to go far, go together.”...

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Top 10 Tips for Building a Sales Intelligence Program

by Dave Egloff  |  January 7, 2019

It has never been easier to build a sales dashboard.  Technology has made the painstaking processes of data transformation and visualization simpler and more accessible to savvy business users.  Because...

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Comments: 2