Putting points on the board, "scoring" sales and posting results to beat the competition -- sales teams are the key offensive players at every organization. And not unlike star forwards on the basketball court, they require sufficient tools and training to be successful in this role. Unfortunately, sales teams are expected to put up big numbers without access to the tools that they need. After 20 years, the top sales performance management tool used by organizations is still Excel.
To many, the term "sales executive" conjures up images of five-star dinners and long afternoons on the golf course. But, as I'm sure any sales executive would tell you, the job entails more than simply schmoozing with clients and courting prospects. In reality, sales executives face enormous pressure to drive revenue and improve the profitability of their company, particularly since their performance has a direct impact on the bottom line. Their ability to provide accurate sales forecasts and deliver results based on those projections is essential to the overall health of the organization. Predictability is of the utmost importance.