We also help our clients test the behavioral impact of the program. The result is strategically-linked compensation designs that meet the expectations of the firm and its sales and marketing personnel, and subsequently, increase sales effectiveness. Our expertise in goal setting is rooted in our operational beginnings and our proven approaches for identifying market potential and other factors that impact performance. Our process is driven by the realization that goals should be based on potential, the sales organization's view of what is possible and management's expectation of what must be achieved. The models we create for our clients help them apply an analytical approach in developing goals that will link to the company's expectations and gain the buy-in of all key stakeholders.
Measurement is critical to the successful management of sales and marketing organizations.
We focus on finding the right mix of outcome and process measures for our clients. We blend these measures into a comprehensive, flexible measurement system the company can use to better understand its performance. Our goal is to create long-term solutions that are meaningful to both management and the sales and marketing organizations.