Managing Sales Performance in Smaller Organizations

Sales organizations, especially in small businesses, are under pressure to take advantage of every revenue-generating opportunity.  Feeling they have to move fast, sales management personnel sometimes don't conduct regular reviews of the incentives offered to individuals in the sales team and fail to compare incentives with how well people actually perform. This is a mistake because timely, targeted incentives are key motivators in efforts to align performance to quotas and produce desired results. In this guide, you'll find out how to effectively manage sales performance using incentives for your company's success.