Research outfit CSO Insights first presented the Sales Relationship/Process (SRP) Matrix (see Figure 1) in 2007 and has been tracking its key metrics for the past eight years. The SRP Matrix serves as a framework for firms to quickly identify the maturity of their current sales operations and provides a guide to the relationship and process changes they need to implement to remain competitive going forward.
As it turns out, elevating their position along each dimension is not simply a “nice idea” or a good thing for firms to do; the data clearly and consistently supports the importance of firms doing so to achieve higher sales performance levels.
We’ve defined three Performance Levels based on four key metrics:
- Percentage of sales reps meeting or beating quota
- Percentage of overall revenue plan attained
- Total sales rep turnover
- Sales forecast accuracy
These Performance Levels play out across the SRP Matrix.
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This paper was prepared by CSO Insights in association with Microsoft.