Setting Better Sales Goals with Analytics.


Sales compensation is a critical lever in motivating a salesforce and driving growth in the business-to-business sector: Studies show that revising compensation in line with market trends can have a 50% greater impact on sales than advertisements have, for instance. A vital part of getting compensation right is setting the proper sales targets. Both academic research and our experience working with B2B companies in a variety of industries indicate that poorly set targets often misfire, failing to deliver the expected benefits and demoralizing the sales force in the process.


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