According to CSO Insights′ 2009 Sales Compensation and Performance Management Survey sales performance management systems (SPM) which utilize data from outside systems (e.g. CRM) provide the visibility and performance metrics that managers need to coach their people in order to increase bottom-line profits.

The survey includes observations and insights from over 1,000 organizations. The results provide a comprehensive review of compensation practices and performance management strategies employed over the past year along with their respective outcomes. CSO Insights also presents some analysis and recommendations as to what sales organizations should focus on for 2010.

Survey highlights include:

1. Quota levels will increase for sales representatives
2. Nearly 1 in 4 companies design their compensation plans anticipating less than half of their sales team will make quota
3. Decreased Total Target Compensation (TTC) for sales representatives

The full report can be downloaded at http://www.varicent.com/salescompensationsurveyresults