4 ways the sales performance management process becomes more effective with digital tools

By Henrik Troselius - April 18, 2019

Technology objectively makes our lives - and often our jobs - better. Through greater connectivity, supercharging convenience, and giving us the ability to do more in less time, technology has infiltrated and improved many aspects of our lives. But there are still some areas that are to be developed, and certainly perfected. When it comes to sales performance management, there are many reasons why technology can make the process more effective, especially when combined with other types of sales tools. Here, we take a look at some of the greatest benefits of adding technology to your sales performance management:

1. Managers can more easily monitor sales staff, even when having remote teams

One of the biggest challenges for managers working with distributed teams, is that it's just not possible to be in all places at once. For some, it can feel like you're never on top of all the things there are to do and address with each of your sales teams, and especially at the individual level with your actual sales staff.

Using a tool to be able to drill down into all the performance data of each of your sales staff and teams, allows regional managers to feel as though they aren't missing out on important details, or are unaware of what goes on at the store or location level. And speaking of data...

2. Data can be compiled and compared automatically, instead of through manual processes

Using a sales performance management tool more easily allows for data tracking and analysis to be done on an ongoing and automatic basis. Sales performance traditionally may be manually compared to financial reports, or product information, or changes in sales processes, in order to see positive impact, or track results. But with a tool that manages all budget and performance data, you no longer need to spend time on creating those reports, when you can see measurements in real time.

3. Sales staff are held accountable, and can track their own progress

Because access to data, and having managers who are now more easily able to see what goes on at all levels of the sales organisation lead to more transparent business, staff are held to a higher standard of accountability. This can lead to a better understanding of individual strengths and weaknesses, but also presents an opportunity to address and help issues when they arise.

Sales staff may also be able to track their own progress, which can lead to greater sense of ownership over their roles and performance, and also instill a sense of motivation to do better.

4. Coaching and learning modules can be more easily integrated

For effectiveness in using a sales performance management tool, it's fundamental that staff feel supported and given opportunities to grow and improve their performance. If they are given the tools to see areas where they are lacking, yet feel helpless to do anything about it, it can leave them feeling frustrated and improvement in performance can be slow or stagnant.

If you can integrate learning delivery into the sales performance management process through the use of digital tools, not only do you streamline the process for improving performance, but you can build an organisational culture that values upskilling, collaboration, and personal development.

You may already be digitising your sales process, but what about your sales performance management process? Implementing technology to truly make the most of your sales staff performance can work to make all levels of your organisation more transparent and accessible, data processing more automated, and give the right tools to your staff to be accountable and improving their performance in sales.

Want to learn more about how to improve your digital transformation? Download our e-book: Sales enablement and digitalisation: What could you be doing better?

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