Gartner Research

Introducing the Concept of Sales Performance Management

Published: 21 June 2006

ID: G00141067

Analyst(s): Michael Dunne


Sales performance management represents the next generation of best practices for sales. It establishes a strong foundation for improving sales execution. Use this concept to better organize sales territories, quotas and compensation plans to increase sales.

Table Of Contents
  • Context
  • Analysis
    • Territory Management
    • Quota Management
    • Sales Incentive Compensation Management
    • Monitoring and Analysis
  • Benefits
  • Key Facts

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