C-Level Goals for Sales PerformanceManagementIn 2017

We recently workedwith a multibillion-dollar

companyto help design its

Sales CompensationProgram.

Rather than startingwith the plan, we started

with the businessstrategy.

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

Here are what their goals were:

“We want to drive twice as much sales productivity three years from now.”

Gain greater productivity fromexisting resources

Drive a sales-oriented culture

“We need to break the complacency in our sales culture.”

“We want to execute our strategy of offering our full portfolio of solutions based oncustomer needs.”

Promote cross-sellingof our portfolio

“We need to build the sales organization of our future with one face to the customer.”

Structure for solution selling

Align to high-value segments

“We want to align our best sales resources with the right buyers further up in theorganization.”

To make the connection between thesebusiness priorities and compensation, the

company’s leadership focused on itspriorities for the design of the

compensation program.

As sales executives determine prioritiesfor their business related to sales

compensation, they need to set theirC-level goals. These goals will define themajor priorities for the organization that

will be converted to thesales compensation plan.

Learn more about setting goals forsales performance management

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