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Managing Performance – Sales Managers


I've been asked to develop and introduce a Performance Management system that will really drive the productivity of our sales team.

Does any one have anything tried and tested, preferably in the IT sector?

Many thanks
Jo-Anne Miller

3 Responses

  1. This website might provide what you are looking for
    Check out

    They have just had a positive write-up in The Sunday Telegraph and another in The Financial Times, last week.

  2. Presentation on how to buil;d a sales bonus
    I made a presentation at a conference a few weeks ago about how to build a sales bonus scheme adapted to your business. I work in the telecoms/IT area. If you are interested, please get in touch with me :
    [email protected], tel +44 208 476 4366

  3. Does coaching help?
    I’m not clear from your posting what the key objectives of your performance management system are and what is driving them. Usually in sales the bottom line is increasing revenue and/or margin but this can be achieved in a number of ways, from skills development through to financial incentives depending on the current state of the sales environment.

    I am a sales coach and will be happy to offer some pointers if I can. I also have a number of articles relating to coaching within the sales environment which I’m happy to email to you if you get in touch via 0870 733 3313 or [email protected] and let me know a little more about your project.


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