revenue decline
Coaching with MBOs during Periods of Revenue Decline
Tuesday, May 26th, 2009 | Callidus, Compensation Plans, EIM | No Comments
In industries particularly hard hit by the struggling economy, even the best sales representatives may appear to be under performing based on the most important sales objective, the sales revenue target. How do you know if sales personnel are doing their jobs when their corporate customers’ budget freezes don’t allow for deals to close? Good sales reps will continue with the proven processes that under normal circumstances allow for them to exceed revenue targets — practices like scheduled check-ins with existing accounts, accurate and timely CRM record keeping, deal / budget qualification, etc. Attention to these items, should allow your sales reps to be first out of the gate when budgets free up and money starts flowing again.
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