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Author's profile photo Paul Meredith

How Can HR Play a Strategic Role in Sales Performance Management?

What is the connection between Human Resources and Sales Performance Management (SPM)?

Well, I’m so glad you asked!

The obvious answer is in the shared word “Performance.” SAP SuccessFactors is the world leader in performance management solutions, but being an intelligent enterprise involves a lot more than just setting goals, measuring performance, and rewarding accordingly. If you’ve been paying attention to us over the past few years, you’ll know that our Human Experience Management (HXM) suite is all about optimizing the work experience for employees, managers, HR, IT and Finance departments, regardless of your industry or size of your organization.

But let’s dig a little deeper here.

Sales Performance Management is all about empowering your organization through agile and connected incentive management processes that motivate sales teams while improving operational efficiency and maximizing business results.

So, what is behind that rather long previous sentence? People! Sales agents, sales managers, sales operations teams, etc. However much we may automate our processes, in the end it’s all about the people: how they are incentivized to do their best work, how they feel about their compensation and rewards, how comfortable they are with the transparent, clear nature of their pay, how quickly any pay inquiries or issues are addressed, how easy the system is to use, and let’s not forget, how they can develop and grow professionally with relevant training and information presented to them within the flow of work.

Transparency is key to motivating the seller and the lack of it creates doubt. It helps managers focus on how they can help their teams reach their goals, and to know how to cater to each individual’s interests.

As you see, this is no different to any other employee who is not in sales. We all want and need purpose, recognition, and incentives to do our jobs to the best of our ability every day. SPM is the solution specifically tailored to help you do that for your sales teams.

Moreover, having motivated, engaged employees in your organization is the best way to not only retain your best people, but also to recruit the best talent in the marketplace as you grow. Happy employees are your best recruiting tool. Conversely, unhappy employees can scare candidates away.

So that’s the connection. It’s people! Simple, right?

Find out even more about how HR can help define the people strategy for your sales teams, enhance their work experience, and provide a holistic view into their variable compensation here.

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