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Keeping PACE with Best Practices in Sales Performance Management

White Paper Published By: Oracle
Published:  Oct 07, 2015
Type:  White Paper
Length:  9 pages

Aberdeen's research methodology provides the foundation for the recommendations provided in this Research Brief, and is worth reviewing in order to fully validate the findings presented. As with all Aberdeen research content, the Sales Effectiveness practice annually surveys thousands of sales leads regarding their performance and behavior, and correlates these two data sources in order to determine how Best-in-Class companies differentiate themselves from others, in terms of adopting technologies and instituting core competencies. In line with this methodology, the Sales Performance Management (SPM) research essentially crowd-sources the most effective ways of motivating and sustaining high-performing sales team members.

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