Board Outlines Strategies to Close Sales Performance Gap

GOTHENBURG, SWEDEN – Software company Board has released an article outlining three key strategies to improve sales performance and drive revenue growth. Increased interest in Sales Performance Management (SPM) has prompted businesses to seek new tools and methods for sales team efficiency.

Underperforming sales teams and inadequate strategic planning have been identified as significant challenges. A joint webinar hosted by Board and Selling Power highlighted how SPM solutions can eliminate management complexity and improve outcomes. "SPM systems eliminate the chaos and complexity that has historically come with managing sales performance," stated Gerhard Gschwandtner, CEO of Selling Power. "It turbocharges your organization – boosting performance to outrun the competition."

Drawing from the report "How SPM Enables High Performing Sales Teams," the article presents three methods. The first is committing to a high-performing sales strategy, which includes territory planning, setting realistic quotas, and quickly adjusting sales capacity. Such strategies require thorough research and aggressive utilization of the best available tools, like Board's SPM platform.

The second method involves overcoming the shortcomings of current sales strategies. According to a Selling Power survey, a significant portion of companies struggle with sales representatives spending too much time on the wrong prospects, and executives lack confidence in sales data accuracy. Many firms use multiple disjointed systems, leading to 81% of sales leaders lacking confidence in their data.

The third method, not yet fully detailed, likely pertains to more effective implementation and analysis of SPM systems for monitoring sales team performance. Only a small percentage of companies utilize SPM systems, despite evidence of significant improvements in achieving sales targets compared to those that do not.