The Sales Performance Measurement Trends That Emerged in 2020Are you measuring your sales team’s performance wrong?
“Pivot” and “Agility” seemed to be the most popular words of 2020. Obviously, there was a good reason for this: when situations change so drastically, the only way to survive is to adapt. We saw shakeups in nearly every industry and job role as businesses tried to survive, and no one knew for sure what the best path forward would be.
When the pandemic hit and it became clear that this would not be a short-term arrangement, leaders were forced to adjust their initial goals to accommodate the loss of revenue from shutdowns. In fact, our research found as little as 51% of firms expected to even meet the original sales goals they had for the year, down from 87% pre-pandemic.
The Study
Along with the Sales Management Association, we set out to study how practices in sales performance management
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