Industry leading Chief Revenue Officers (CROs) substantially impact the revenue capture lifecycle and give critical inflection points in their funnel—sales engagement, deal structure, and customer enablement—a solid foundation with SPM. It’s how they unlock 10% more in annual sales 1 . As discussed, this necessitates a holistic...

To many, sales performance management (SPM) is a glorified calculator. This majority views SPM as an automated way to reduce staff time spent on calculating commissions and related human errors, as well as a means to reduce sales’ shadow accounting. A smaller batch perceives SPM in a slightly more sophisticated light: a route to...

In recent years, we’ve seen a rapid increase in revenue operations roles at big companies, with the aim to integrate sales, marketing, and customer success under one cohesive structure. But not all revenue operations leaders are equally empowered to live up to their titles—and that fact impacts sales performance management (SPM)...

Decision makers spend nearly half (45%) of their buying journey researching on- and offline. We’ve known that for a while. What may be surprising—and sobering—if you’re in sales, is buyers spend more time (22%) meeting together than the 17% of time they spend with you.  You read that right: Only 17% of buying time is spent talking...

It’s harder to build trust when you aren’t with buyers in the same room. Here are five tactics we see working for sales reps as they interact digitally with virtual decision makers in the market for SPM. 1) Distribute personalized video

As technology investments gain higher scrutiny, and more people have a say in final decisions, it’s critical for sales professionals selling SPM to stay on decision makers’ radar. Below are seven tactics we see our highest performing sales partners using to earn meetings, and move and close deals.