49% surveyed cite insufficient revenue growth as the top pressure motivating sales performance management initiatives.
And on top of that, 58 percent of sales reps are struggling to meet their current sales quotas. In this winner-takes-all market, sales leadership is faced with an uphill battle in driving sales performance. The pressure on sales to meet and exceed ever-increasing revenue targets is higher than ever before.
At the heart of this challenge lies a complex analytical and modeling problem that involves lots of data spread across many rigid (and usually disconnected) systems, teams, and geographies. Leading companies handle this problem by focusing first on creating a sales performance plan that is data-driven and tied to business objectives.
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