The Complete Guide to Accelerating Sales Force Performance

Seven Insights for Successful Performance Management

Performance Management Works at All Levels in an Organization

Even though the primary focus of this chapter is on managing the performance of a salesperson, these processes work at all levels in the sales organization. First-line sales managers are more likely to take a process seriously and use it if a similar process is used to manage their own performance.

Good Performance Management Reflects the Culture

A performance management system needs to be consistent with the sales force culture. A formal performance management system works in a formal culture. Using it in an informal culture will lead to confusion, conflict, or failure to use the system.

Peer Influence Is Powerful in Helping Manage ...