Sales performance management (SPM) is the key to success for sales organizations, since it directs the behaviors of the salesforce and drives the ability to produce results. The technology that enables SPM is constantly evolving and providing ever more capabilities for an efficient system that supports the sales team in selling effectively.
We asked Mark Smith of Ventana Research to give us his thoughts on the role that technology plays in managing sales performance. A 30-year industry veteran, Mark has been ranked the number one Industry Analyst for Enterprise Software. For over 15 years, Ventana Research has been providing expert guidance to help organizations manage and optimize performance to become more efficient and more effective.