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The Harte Hanks Blog

Beyond the Quota: Best-in-Class Deployments of Sales Performance Management

By Peter Ostrow

In today’s performance-driven culture, it would seem at first pass that managing professional salespeople is a relatively easy value proposition. Few job roles in the contemporary business enterprise are blessed with as clear performance metrics as that of a business-to-business (B2B) sales rep. This is because each individual contributor is, for the most part, associated with one single number: their annual quota. Be they a hunter, farmer, inside…


Source: Aberdeen Group

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