SALES PERFORMANCE MANAGEMENT IN THE SUBSCRIPTION ECONOMY

The Subscription Economy is defined by change. As businesses grow, the number of metrics tracked across the customer engagement is growing, and measuring sales performance for all teams becomes complicated. In transition from start-up to growth to maturity, the tools that were used in the old economy no longer work for the high-growth nature of these businesses.

In this paper, we focus on the three distinct phases of a subscription-based business growth and explain how to align sales strategies to the business drivers using a complete SPM solution, including:

  • Defining sales and revenue strategies;
  • Assigning sales quotas and territories;
  • Managing expenses and profits;
  • Designing compensation plans;
  • Managing workforce and sales capacity.
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