Sales Performance Management 101

What’s your view of Performance Management in the Sales arena as a HR Pro?   Make the number or you’re fired like Alec Baldwin in Glengarry Glen Ross?  If you haven’t seen this movie, rent it now.  But I digress…

While everyone knows that sales reps who don’t hit the number aren’t long for the job, Performance Management for Sales reps is a weakness for most HR types.  In order to be an effective resource for your VP or Director of Sales, you have to understand how the sales process works.

Answer this age-old question, “What’s the best way to make my quota every month?”

-Make 10 new prospect calls per day.

-Make 10 new appointments per week. Preferably by Monday.

-Make 10 follow-up calls per day.

-Make one strong face-to-face presentation in the morning and one in the afternoon.

-Take prospects or customers to breakfast or lunch four times a week.

-Attend at least one business networking function per week.

The point? All are specific and measurable items from the sales funnel that directly impact the sales reps ability to get to that ultimate scoreboard – the quota.  Embed these into the Performance Management process and suddenly you have measurements that feed into the quota number – giving the sales function something to measure other than overall.


Denis Coleman

Denis Coleman is the founder and CEO of Work Compass, a cloud staff performance collaboration software platform that helps teams align their efforts with strategic goals and continuously improve performance. Frustrated with the disconnect between strategy setting and day to day execution and the lack of tools available to managers to help them be great at their most important function …. Aligning their teams activities with strategic goals and actively managing for high performance Denis spent over 5 years researching strategy execution and performance management practices before founding Work Compass to create a software solution. Denis has held senior roles in Ireland, Czech Republic and North America with high performing electronics manufacturing and professional services organisations for more than 12 years. Denis has worked as Finance Director responsible for €800 million in annual revenues for Flextronics International, Key Account Manager responsible for annual revenues of more than €600 million for Dovatron International and Management Consultant for BDO one of Europe’s most successful professional services providers.

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