By John Kearney (Sales Benchmark Index) – Sales & Marketing Effectiveness Blog
Sales forces that make their number typically invest in two areas. About 50% of their investment is made in their people. This means hiring correctly, on boarding, and development. The other 50% of their investment is made in their performance conditions. This means generating leads, comp plans, properly designed territories, etc. As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. The comp plan must incentivize the right behavior. Reps must have the tools and support to win the big deals. Sales Operations is responsible for creating that winning environment.