The document outlines the C-level goals for sales performance management in 2017 that were discussed with the CEO and heads of sales at a multibillion-dollar company. The goals were to double sales productivity in three years, break complacency in the sales culture, execute a strategy of offering full solutions based on customer needs, build an organization with one face to the customer, and align best sales resources with high-value customers further up in the organization. These goals would define the major priorities for the sales compensation plan.

1. C-Level Goals for
Sales Performance
Management
In 2017

2. We recently worked
with a multibillion-dollar
company
to help design its
Sales Compensation
Program.
Rather than starting
with the plan, we started
with the business
strategy.

3. We met with the CEO of
the company, the
president and all the
heads of sales and asked
them about the priorities
for their business

4. Here are what their goals were:

5. “We want to drive twice as much sales
productivity three years from now.”
Gain greater productivity from
existing resources

6. Drive a sales-oriented culture
“We need to break the complacency in
our sales culture.”

7. “We want to execute our strategy of offering
our full portfolio of solutions based on
customer needs.”
Promote cross-selling
of our portfolio

8. “We need to build the sales organization
of our future with one face to the
customer.”
Structure for solution selling

9. Align to high-value segments
“We want to align our best sales resources
with the right buyers further up in the
organization.”

10. To make the connection between these
business priorities and compensation, the
company’s leadership focused on its
priorities for the design of the
compensation program.

11. As sales executives determine priorities
for their business related to sales
compensation, they need to set their
C-level goals. These goals will define the
major priorities for the organization that
will be converted to the
sales compensation plan.
Learn more about setting goals for
sales performance management
ibm.co/spm