Visibility, Accountability, Action
When assessing a sales organization it is critical to consider the fact that individual actions and behaviors impact the entire company in compounded ways beyond assigned functional designations. Therefore improving sales performance is not just about challenges related to sales functions; it’s an overall company issue requiring deep collaboration between sales, marketing, finance, human resources, operations, etc.
Timing is everything. Standards of excellence are evolving.
With every investment in a sales performance-related solution there should be one question asked above all others, "Will this allow us to make progress with our initiatives now, long-term and with an ongoing return of real business value?"