Talent Strategy for Sales
Sales Performance Management (SPM) applications are key to optimizing sales teams, yet standard processes often fall short. Without tailored solutions, sales leaders resort to informal methods to manage their teams effectively.
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Featured Video: Getting HR a Seat at the Revenue Table
Listen in as Don Hubbartt, Head of Sales Compensation Center of Expertise at Siemens and Scott Werstlein, Senior Vice President at OpenSymmetry discuss how HR can grab a seat at the revenue table by focusing in on a talent strategy that enables sales to increase revenue.
What is Talent Strategy for Sales?
Ensuring organizations have a cohesive process to maximize their investment in the sales organization.
✔Onboard the right people for the right job
✔Drive performance at an individual and team level
✔Minimize coverage gaps
Insights that Drive the Talent Strategy
Onboard the right people for the right job
Identify KPIs of your A players, and leverage insights for recruiter enablement to find the right candidates and focus training for sales onboarding
Drive performance at an individual and team level
Get more from the middle – Provide sales resource management the information they need, when they need it in time to course correct behaviors
Minimize coverage
gaps
Effective churn – Eliminate subjectivity, while enabling an
efficient and effective process to refresh team, and provide
insights into resource pipeline
Performance Management Processes
These processes must meet sales needs for:
✔Format – Combination of quantifiable and qualification metrics
✔Frequency – Aligned to pay frequency
✔Formality – Remove subjectivity
Verbal Warning Process
Track initial conversations to ensure team has been notified and discussions of corrective actions approved
Written Warning
Document discussions and provide set of goals that need to be achieved
Finalization
Notification to HR to begin termination and re-hire process
Resources for Strategic Services
Sales Planning Guide
Reimagine Sales Planning
SPM Vendor Selection
Choosing an SPM solution with confidence
A common challenge for many companies is effectively evaluating and selecting the right Sales Performance Management (SPM) technology solution.
SPM Vendor Selection
Choosing an SPM solution with confidence
A common challenge for many companies is effectively evaluating and selecting the right Sales Performance Management (SPM) technology solution.
SPM solutions helps improve business performance
After helping our clients build their own business cases, we’ve learned what works. These two must-do’s for building an SPM solution business case make it nearly impossible for your stakeholders to say “no.”
6 Common Mistakes of Selecting a Sales Performance Management Solution
Choose the right vendor for your current and future state needs
To help achieve “best practices” around the management of their sales compensation programs, many companies rely upon Sales Performance Management (SPM) solution providers to leverage new technology solutions to reach these goals.
6 Common Mistakes of Selecting a Sales Performance Management Solution
Choose the right vendor for your current and future state needs
To help achieve “best practices” around the management of their sales compensation programs, many companies rely upon Sales Performance Management (SPM) solution providers to leverage new technology solutions to reach these goals.
Considerations When Replacing Your SPM Technology Solution
We identify seven key areas we find critical to completing this effort
Understanding the challenges companies face when migrating Sales Performance Management (SPM) technology solutions can be a significant undertaking.
Sales Performance Management Optimization
Unique culture brought big discoveries to the sales compensation process
Getting a clear view of the SPM configuration and whether or not it was optimized to meet sales compensation program needs.
Sales Performance Management Optimization
Unique culture brought big discoveries to the sales compensation process
Getting a clear view of the SPM configuration and whether or not it was optimized to meet sales compensation program needs.
About Us
OpenSymmetry enables clients to achieve greater operational efficiency and get better sales results. We are a global consulting company specializing in the planning, implementation, and optimization of industry leading technology suppliers of sales performance management solutions.