Three Performance Management Challenges and How to Deal with Them
Managers often tell us that performance management is one of the most, if not the most, challenging aspects of their jobs. Constant change makes performance management difficult—new customers, new prod- ucts, new competitors, new sales channels, new sales jobs, new processes, and more. We observe that companies that are successful in growing their business profitability do overcome these difficulties to sales performance management. They do so because they identify and resolve issues quickly. We find that the big challenges these companies face fall into three categories. Following are those challenges and what companies did to deal with them.
Selecting the Best Performance Measures ...
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