Sales performance and business benchmarks tell people how they are doing when there is still time to do something about it.

Most sales people have some performance related compensation arranged either as commission or a bonus so they should be highly motivated to focus on the things that lead to better sales results and improved business growth.

While performance based compensation is important, most sales people are motivated more by other factors such as recognition, competition, achievement, or autonomy. Results from our Sales Motivators Assessment suggest that fewer than 2 in 10 are primarily motivated by money.

Relying entirely on performance based compensation leaves managers and the organisation blind. Using CRM or manual systems to monitor pipeline values depends on ability to define a range of variables that are not pre configured or even featured in many automated systems.

Those responsible for the software often don't understand the subtleties of sales performance indicators, or the potential for results to be manipulated. Those who understand the sales side, often don't appreciate the limitations of software tools.

Those with the necessary knowledge and experience are fully occupied with the task of bringing in the business so systems are often implemented without sufficient forethought, planning, preparation or testing.

Under this heading we bring together information useful in developing and managing sales performance, business benchmarks, key performance indicators, together with services to support operational implementation.

If you need a better business benchmark or sales benchmark to compare sales performance with competitors, we can help. Telephone +44 (0)118 933 1357. We will be pleased to discuss your needs or talk through the options. Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.