Performance Measures
The measures used in a performance management system are the same as those of the sales productivity framework, from skills and capabilities to activities and behaviors to customer results, and finally to company results (see Figure 14-4).
Performance management applies to all the links in the sales force productivity chain. Skills and capabilities drive the activities and behaviors, which in turn affect customer and company results. A performance management process evaluates the status of each link and then enhances it. The process includes the following measures.
Knowledge and Skills
Do salespeople have the right knowledge, skills, competencies, characteristics, and values? What is the best way to enhance their knowledge ...
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