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:
Manage and record sales performance on a team and individual basis
Provide visuals to accompany sales performance data
Monitor progress in relation to team and individual goals and provide tools for course correction
Offer reports on data that aid in understanding successes and failures