Sales Performance Management
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Oracle - The Future of Sales Performance Management

Oracle The Future of Sales Performance Management Nucleus Research examines new technologies and tools that are improving sales managers ability to measure and enhance the performance of their sales teams Nucleus sees the future of sales performance...

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Here I can add my insight

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Business to business - Wikipédia

Business to business

Pour les articles homonymes, voir B2B. L'expression " business to business " (" B2B ", ou " commerce B to B ") désigne : Le marketing B to B représente l'ensemble des relations commerciales entre les entreprises et les professionnels (entreprises, administrations, artisans, professions libérales, associations...). On l'appelle aussi " commerce interentreprises ".

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Intro B2B Wikipedia France

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SPIN Selling - Neil Rackham

SPIN Selling - Neil Rackham | Sales Performance Management | Scoop.it
Phrase-résumé du livre : Pendant longtemps, les méthodes de vente se sont focalisées sur l’art de conclure une vente : les plus grands gourous disaient que cette étape était la plus cruciale, et qu...
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En français / Synthèse livre / Orienté B2B

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The One Number You Need to Grow

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c/o Craking the sales magt code, page 50, Customer satisfaction metrics

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Are manual adjustments undermining your sales compensation ...

Are manual adjustments undermining your sales compensation ... | Sales Performance Management | Scoop.it
One of the worst kept 'dirty little secrets' in the Sales Performance administration world is the difficulty in managing the Sales Compensation process in a timely, accurate and yet efficient manner without being derailed by ...
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Travailler chez Google, pour le meilleur ou pour le pire ?

Travailler chez Google, pour le meilleur ou pour le pire ? | Sales Performance Management | Scoop.it
Sur Quora, des employés listent les inconvénients à travailler chez le géant du Web.
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Compensation Cafe: Nine Ways to Sabotage Your Incentive Plan

Compensation Cafe: Nine Ways to Sabotage Your Incentive Plan | Sales Performance Management | Scoop.it
I continue to be amazed at the many ways that companies manage to sabotage their own incentive plan efforts. Just for fun, I thought I'd compile a list of some of my favorite fails. I'm sure you have your own to add!

Via Paul Hebert
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Paul Hebert's curator insight, May 10, 2013 5:01 PM

NOTE:  This was written about compensation but the rules apply for non-cash programs as well.

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DreamforceVideo

DreamforceVideo | Sales Performance Management | Scoop.it
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If your sales coaching sessions resemble this, contact us immediately( c:o Vantage)

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*How to Use Salesforce CRM Metrics to Drive Sales Performance

Salesforce.com provides organizations with extremely robust reporting capabilities, but how can sales managers use that data to improve sales performance? Jo...
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You tube / Presentation sales force

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The 7 Hidden Reasons Employees Leave

Chapter 4 Reason #1: The Job or Workplace Was Not as Expected

 Chapter 5 Reason #2: The Mismatch Between Job and Person

 Chapter 6 Reason #3: Too Little Coaching and Feedback

 Chapter 7 Reason #4: Too Few Growth and Advancement Opportunities

 Chapter 8 Reason #5: Feeling Devalued and Unrecognized

Why Managers Are Reluctant to Recognize Employees’ Efforts

 Chapter 9 Reason #6: Stress from Overwork and Work-Life Imbalance

 Chapter 10 Reason #7: Loss of Trust and Confidence in Senior Leaders

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The 7 Hidden Reasons Employees Leave, 2nd Edition

By: Leigh Branham

Publisher: AMACOM

Pub. Date: August 1, 2012

 

Chapter 4 Reason #1: The Job or Workplace Was Not as Expected

Chapter 5 Reason #2: The Mismatch Between Job and Person

Chapter 6 Reason #3: Too Little Coaching and Feedback

Chapter 7 Reason #4: Too Few Growth and Advancement Opportunities

Chapter 8 Reason #5: Feeling Devalued and Unrecognized

Why Managers Are Reluctant to Recognize Employees’ Efforts

Chapter 9 Reason #6: Stress from Overwork and Work-Life Imbalance

Chapter 10 Reason #7: Loss of Trust and Confidence in Senior Leaders

 

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secrets_of_sales_performance3-43ef57c3.png (1000x4817 pixels)

secrets_of_sales_performance3-43ef57c3.png (1000x4817 pixels) | Sales Performance Management | Scoop.it
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From Sales Force;-)

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A Sales Manager's Confession: "I Was Wrong!"

A Sales Manager's Confession: "I Was Wrong!" | Sales Performance Management | Scoop.it
The real-life story of a sales manager who reluctantly accepted the fact that more sales management rigor is a good thing.
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La gamification, un levier de motivation encore peu utilisé

La gamification, un levier de motivation encore peu utilisé | Sales Performance Management | Scoop.it

Les entreprises utilisent majoritairement les récompenses traditionnelles (trophées, primes) pour motiver leurs conseillers..

Alors que des technologies comme la gamification peuvent être utilisées pour concentrer les efforts au quotidien, l'étude indique que 88% des entreprises organisent des concours et des défis pour motiver les employés, mais à une fréquence assez faible. Ainsi, deux entreprises sur trois en organisent moins d'un par mois.

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The Incentive Research Foundation :: Articles : Rewards and Recognition as a Vital Compensation Component

The Incentive Research Foundation :: Articles : Rewards and Recognition as a Vital Compensation Component | Sales Performance Management | Scoop.it

In September and October 2011 Aberdeen surveyed 291 companies to support research on their study "Sales Performance Management 2012: How Best In Class Optimize the Front Line and Grow the Bottom Line." Their findings showed that the top 20% of companies (aka the "Best in Class") had the following profile:


Via Paul Hebert
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Better Tools, Better Process, Better Performance: Best-in-Class SPM Deployments Mirrored by Xactly Customer

Better Tools, Better Process, Better Performance: Best-in-Class SPM Deployments Mirrored by Xactly Customer | Sales Performance Management | Scoop.it
When you automate incentive compensation, sales reps can see how much they'll be paid, managers can rank successes, and finance gets the time to focus on the analytics.

Via Laurent J.V. Dubois
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