{"id":9567,"date":"2024-04-10T07:23:41","date_gmt":"2024-04-10T14:23:41","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=9567"},"modified":"2025-07-21T14:29:08","modified_gmt":"2025-07-21T06:29:08","slug":"what-is-sales-performance-management","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ap\/blog\/what-is-sales-performance-management\/","title":{"rendered":"What Is Sales Performance Management? Examples and Tips"},"content":{"rendered":"\n<p>You set targets for your sales organisation and rely on all your team members to work together to hit them. But with so many moving parts at play, you need a reliable way to monitor sales activities, analyse results, and create action plans to increase performance. Enter sales performance management (SPM).<\/p>\n\n\n\n<p>In this article, we&#8217;ll walk through how to set up a sales performance management process, tools you can use to save time, and tips for helping your team succeed.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-you-ll-learn\"><strong>What you&#8217;ll learn<\/strong>:<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"#h-what-is-sales-performance-management-spm\">What is sales performance management?<\/a><\/li>\n\n\n\n<li><a href=\"#h-why-is-sales-performance-management-important\">Why is sales performance management important?<\/a><\/li>\n\n\n\n<li><a href=\"#h-key-components-of-sales-performance-management\">Key components of sales performance management<\/a><\/li>\n\n\n\n<li><a href=\"#h-4-tips-for-better-sales-performance-management\">4 tips for better sales performance management<\/a><\/li>\n\n\n\n<li><a href=\"#h-what-to-look-for-in-sales-performance-management-software\">What to look for in sales performance management software<\/a><\/li>\n<\/ul>\n\n\n\n<div class=\"layout-four wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">8 sales productivity pitfalls (and how to avoid them)<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">We believe that business is the Get the Sales Productivity Workbook and avoid pitfalls like bloated tech stacks and approval bottlenecks.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/ap\/sales\/team-productivity\/sales-productivity-pitfalls\/?d=7013y000002q3hiAAA&#038;nc=7013y000002q3hdAAA\">Get the free workbook<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-four.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-four.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-four.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-is-sales-performance-management-spm\">What is sales performance management (SPM)?<\/h2>\n\n\n\n<p>Sales performance management (SPM) is a process that helps sales organisations track, manage, and improve the work of their sales teams. This includes everything from forecasting to implementing training programs, monitoring activities, <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/sales-quotas\/\" target=\"_blank\" rel=\"noreferrer noopener\">quota<\/a> management, and incentive planning.<\/p>\n\n\n\n<p>SPM focuses on guiding sales reps toward achieving company goals. It measures things like how well a team performs against targets, <a href=\"https:\/\/www.salesforce.com\/blog\/sales-velocity\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales velocity,<\/a> and <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/what-is-a-sales-cycle\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales cycle<\/a> length.<\/p>\n\n\n\n<p>(<a href=\"#h-what-you-ll-learn\">Back to top<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-why-is-sales-performance-management-important\">Why is sales performance management important?<\/h2>\n\n\n\n<p>Sales performance management is important because it supports your sales team&#8217;s overall strategy. At the centre of that is efficiency; it aims to streamline and automate simpler tasks so sales reps can focus on selling and leadership can focus on improving business strategies.<\/p>\n\n\n\n<p>I&#8217;ve seen SPM used to optimise a salesperson&#8217;s daily workflow, helping them get in front of customers more often and boosting sales opportunities. It can also help determine why certain sales reps are closing deals and others aren&#8217;t.<\/p>\n\n\n\n<p>Maximising impact is the new sales mantra, according to&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/resources\/research-reports\/state-of-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">State of Sales<\/a>&nbsp;research. Part of that is creating a more efficient sales team. A solid SPM strategy can help you:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Fine-tune sales forecasts:<\/strong>&nbsp;Accurate <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/analytics\/sales-forecasting-guide\/\" target=\"_blank\" rel=\"noreferrer noopener\">forecasts<\/a> require regular data analysis. When you have a deep understanding of the trends and patterns of your past sales performance, it becomes quicker and easier to forecast and budget resources.<\/li>\n\n\n\n<li><strong>Align sales strategies with KPIs:<\/strong>&nbsp;Analysing key&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/sales\/performance-management\/sales-kpis\/\" target=\"_blank\" rel=\"noreferrer noopener\">metrics<\/a>&nbsp;\u2014 like conversion rates, customer satisfaction, and churn rate \u2014 gives leaders a better view of sales performance. They can then develop strategies to address weaker areas and improve overall sales efficiency and effectiveness.<\/li>\n\n\n\n<li><strong>Optimise sales processes:&nbsp;<\/strong>Data can point to which sales process steps take the most time or haven&#8217;t produced strong results so you can examine why. It may reveal certain knowledge gaps you can address with&nbsp;<a href=\"https:\/\/www.salesforce.com\/blog\/effectively-coach-sales-team-blog\/\" target=\"_blank\" rel=\"noreferrer noopener\">coaching<\/a>&nbsp;as well as which workflow functions you can&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/sales\/cloud\/\" target=\"_blank\" rel=\"noreferrer noopener\">automate<\/a>&nbsp;for higher productivity.<\/li>\n<\/ul>\n\n\n\n<p>(<a href=\"#h-what-you-ll-learn\">Back to top<\/a>)<\/p>\n\n\n<div class=\"subscribe-wrapper-v2 subscribe-wrapper-v2--inline prevent-bottombar-overlap layout alignwide layout-general is-variation-role-based\" style=\"\">\n\t\t\t\t\t<img decoding=\"async\" class=\"subscribe-success-v2__left-image\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/assets\/images\/rbn-left-general.png\" alt=\"\">\n\t\n\t<header class=\"subscribe-header-v2\">\n\t\t<h2 class=\"subscribe-header__title\">\n\t\t\tGet the latest articles in your 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aria-hidden=\"true\" aria-label=\"validForm\">\n<\/div>\n\n<div role=\"group\" aria-label=\"Newsletter Selection\" class=\"subscribe-segment-selection\">\n\t<div class=\"subscribe-segments\">\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"blogOption\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">360 Highlights<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"blogOption\"\n\t\t\t\t\t\t\t\tid=\"blogOption\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t checked='checked'\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"smallBusinessOwner\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Small Business<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"smallBusinessOwner\"\n\t\t\t\t\t\t\t\tid=\"smallBusinessOwner\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"ceo\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">CEO<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"ceo\"\n\t\t\t\t\t\t\t\tid=\"ceo\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"it\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">IT<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"it\"\n\t\t\t\t\t\t\t\tid=\"it\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"commerce\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Commerce<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"commerce\"\n\t\t\t\t\t\t\t\tid=\"commerce\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"marketing\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Marketing<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"marketing\"\n\t\t\t\t\t\t\t\tid=\"marketing\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"service\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Service<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"service\"\n\t\t\t\t\t\t\t\tid=\"service\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t\t\t<div class=\"field subscribe-segment__field\">\n\t\t\t\t<label class=\"subscribe-segment\" for=\"sales\">\n\t\t\t\t\t<div class=\"subscribe-segment__body\">\n\t\t\t\t\t\t<h3 class=\"h6 subscribe-segment__title\">Sales<\/h3>\n\n\t\t\t\t\t\t<div class=\"subscribe-segment__checkbox\">\n\t\t\t\t\t\t\t<input\n\t\t\t\t\t\t\t\ttype=\"checkbox\"\n\t\t\t\t\t\t\t\tname=\"sales\"\n\t\t\t\t\t\t\t\tid=\"sales\"\n\t\t\t\t\t\t\t\tvalue=\"true\"\n\t\t\t\t\t\t\t\tclass=\"segment-checkbox\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\/>\n\t\t\t\t\t\t\t<span class=\"subscribe-segment__label\">Selected<\/span>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/label>\n\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t<input\n\t\ttype=\"checkbox\"\n\t\tname=\"segmentSelected\"\n\t\tvalue=\"true\"\n\t\tclass=\"segments-selected-checkbox\"\n\t\tid=\"segment-selection_inline\"\n\t\tdata-error-id=\"segment-selection_inline\"\n\t\tstyle=\"display: none\"\n\t\/>\n\n\t<span class=\"error-msg body-fine\" id=\"segment-selection-errMsg_inline\">\n\t\tPlease select at least one newsletter.\t<\/span>\n<\/div>\n\n\t\t\t<div class=\"subscribe-form__contact-fields\">\n\t\t\t\t<div class=\"subscribe__fields\">\n\t\t\t\t\t<div class=\"field field--grow\">\n\t\t\t\t\t\t<input class=\"subscribe__field-info\" data-error-id=\"UserEmail-errMsg_inline\" id=\"UserEmail_inline\" type=\"email\" name=\"UserEmail\" placeholder=\" \" aria-describedby=\"UserEmail-errMsg\" autocomplete=\"email\" required>\n\t\t\t\t\t\t<label for=\"UserEmail_inline\">Email Address<\/label>\n\t\t\t\t\t\t<span class=\"error-msg body-fine\" id=\"UserEmail-errMsg_inline\" aria-live=\"assertive\">Enter a valid e-mail address<\/span>\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\n<div class=\"field field--grow\">\n\t<select class=\"subscribe__field-info\" data-error-id=\"CompanyCountry-errMsg_inline\" id=\"CompanyCountry_inline\" name=\"CompanyCountry\" aria-describedby=\"CompanyCountry-errMsg\" autocomplete=\"country-name\" required>\n\t\t<option selected=\"\" value=\"\">Select your country<\/option>\n\t\t\t\t\t<option value=\"US\" label=\"United States\">United States<\/option>\n\t\t\t\t\t<option value=\"AF\" label=\"Afghanistan\">Afghanistan<\/option>\n\t\t\t\t\t<option value=\"AL\" label=\"Albania\">Albania<\/option>\n\t\t\t\t\t<option value=\"DZ\" label=\"Algeria\">Algeria<\/option>\n\t\t\t\t\t<option value=\"AS\" label=\"American Samoa\">American Samoa<\/option>\n\t\t\t\t\t<option value=\"AD\" label=\"Andorra\">Andorra<\/option>\n\t\t\t\t\t<option value=\"AI\" label=\"Anguilla\">Anguilla<\/option>\n\t\t\t\t\t<option value=\"AQ\" label=\"Antarctica\">Antarctica<\/option>\n\t\t\t\t\t<option value=\"AG\" label=\"Antigua And Barbuda\">Antigua And Barbuda<\/option>\n\t\t\t\t\t<option value=\"AR\" label=\"Argentina\">Argentina<\/option>\n\t\t\t\t\t<option value=\"AM\" label=\"Armenia\">Armenia<\/option>\n\t\t\t\t\t<option value=\"AW\" label=\"Aruba\">Aruba<\/option>\n\t\t\t\t\t<option value=\"AU\" label=\"Australia\">Australia<\/option>\n\t\t\t\t\t<option value=\"AT\" label=\"Austria\">Austria<\/option>\n\t\t\t\t\t<option value=\"AZ\" label=\"Azerbaijan\">Azerbaijan<\/option>\n\t\t\t\t\t<option value=\"BS\" label=\"Bahamas, The\">Bahamas, The<\/option>\n\t\t\t\t\t<option value=\"BH\" label=\"Bahrain\">Bahrain<\/option>\n\t\t\t\t\t<option value=\"BD\" label=\"Bangladesh\">Bangladesh<\/option>\n\t\t\t\t\t<option value=\"BB\" label=\"Barbados\">Barbados<\/option>\n\t\t\t\t\t<option value=\"BY\" label=\"Belarus\">Belarus<\/option>\n\t\t\t\t\t<option value=\"BZ\" label=\"Belize\">Belize<\/option>\n\t\t\t\t\t<option value=\"BE\" label=\"Belgium\">Belgium<\/option>\n\t\t\t\t\t<option value=\"BJ\" label=\"Benin\">Benin<\/option>\n\t\t\t\t\t<option value=\"BM\" label=\"Bermuda\">Bermuda<\/option>\n\t\t\t\t\t<option value=\"BT\" label=\"Bhutan\">Bhutan<\/option>\n\t\t\t\t\t<option value=\"BO\" label=\"Bolivia\">Bolivia<\/option>\n\t\t\t\t\t<option value=\"BV\" label=\"Bouvet Is\">Bouvet Is<\/option>\n\t\t\t\t\t<option value=\"BA\" label=\"Bosnia and Herzegovina\">Bosnia and Herzegovina<\/option>\n\t\t\t\t\t<option value=\"BW\" label=\"Botswana\">Botswana<\/option>\n\t\t\t\t\t<option value=\"BR\" label=\"Brazil\">Brazil<\/option>\n\t\t\t\t\t<option value=\"IO\" label=\"British Indian Ocean Territory\">British Indian Ocean Territory<\/option>\n\t\t\t\t\t<option value=\"BN\" label=\"Brunei\">Brunei<\/option>\n\t\t\t\t\t<option value=\"BG\" label=\"Bulgaria\">Bulgaria<\/option>\n\t\t\t\t\t<option value=\"BF\" label=\"Burkina Faso\">Burkina Faso<\/option>\n\t\t\t\t\t<option value=\"BI\" label=\"Burundi\">Burundi<\/option>\n\t\t\t\t\t<option value=\"KH\" label=\"Cambodia\">Cambodia<\/option>\n\t\t\t\t\t<option value=\"CM\" label=\"Cameroon\">Cameroon<\/option>\n\t\t\t\t\t<option value=\"CA\" label=\"Canada\">Canada<\/option>\n\t\t\t\t\t<option value=\"CV\" label=\"Cape Verde\">Cape Verde<\/option>\n\t\t\t\t\t<option value=\"KY\" label=\"Cayman Is\">Cayman Is<\/option>\n\t\t\t\t\t<option value=\"CF\" label=\"Central African Republic\">Central African Republic<\/option>\n\t\t\t\t\t<option value=\"TD\" label=\"Chad\">Chad<\/option>\n\t\t\t\t\t<option value=\"CL\" label=\"Chile\">Chile<\/option>\n\t\t\t\t\t<option value=\"CN\" label=\"China\">China<\/option>\n\t\t\t\t\t<option value=\"HK\" label=\"Hong Kong\">Hong Kong<\/option>\n\t\t\t\t\t<option value=\"MO\" label=\"Macau\">Macau<\/option>\n\t\t\t\t\t<option value=\"CX\" label=\"Christmas Is\">Christmas Is<\/option>\n\t\t\t\t\t<option value=\"CC\" label=\"Cocos (Keeling) Is\">Cocos (Keeling) Is<\/option>\n\t\t\t\t\t<option value=\"CO\" label=\"Colombia\">Colombia<\/option>\n\t\t\t\t\t<option value=\"KM\" label=\"Comoros\">Comoros<\/option>\n\t\t\t\t\t<option value=\"CK\" label=\"Cook Islands\">Cook Islands<\/option>\n\t\t\t\t\t<option value=\"CR\" label=\"Costa Rica\">Costa Rica<\/option>\n\t\t\t\t\t<option value=\"CI\" label=\"Cote D&#039;Ivoire (Ivory Coast)\">Cote D&#039;Ivoire (Ivory Coast)<\/option>\n\t\t\t\t\t<option value=\"HR\" label=\"Croatia (Hrvatska)\">Croatia (Hrvatska)<\/option>\n\t\t\t\t\t<option value=\"CY\" label=\"Cyprus\">Cyprus<\/option>\n\t\t\t\t\t<option value=\"CZ\" label=\"Czech Republic\">Czech Republic<\/option>\n\t\t\t\t\t<option value=\"CD\" label=\"Democratic Republic of the Congo\">Democratic Republic of the Congo<\/option>\n\t\t\t\t\t<option value=\"DK\" label=\"Denmark\">Denmark<\/option>\n\t\t\t\t\t<option value=\"DM\" label=\"Dominica\">Dominica<\/option>\n\t\t\t\t\t<option value=\"DO\" label=\"Dominican Republic\">Dominican Republic<\/option>\n\t\t\t\t\t<option value=\"DJ\" label=\"Djibouti\">Djibouti<\/option>\n\t\t\t\t\t<option value=\"EC\" label=\"Ecuador\">Ecuador<\/option>\n\t\t\t\t\t<option value=\"EG\" label=\"Egypt\">Egypt<\/option>\n\t\t\t\t\t<option value=\"SV\" label=\"El Salvador\">El Salvador<\/option>\n\t\t\t\t\t<option value=\"GQ\" label=\"Equatorial Guinea\">Equatorial Guinea<\/option>\n\t\t\t\t\t<option value=\"ER\" label=\"Eritrea\">Eritrea<\/option>\n\t\t\t\t\t<option value=\"EE\" label=\"Estonia\">Estonia<\/option>\n\t\t\t\t\t<option value=\"ET\" label=\"Ethiopia\">Ethiopia<\/option>\n\t\t\t\t\t<option value=\"FK\" label=\"Falkland Is (Is Malvinas)\">Falkland Is (Is Malvinas)<\/option>\n\t\t\t\t\t<option value=\"FO\" label=\"Faroe Islands\">Faroe Islands<\/option>\n\t\t\t\t\t<option value=\"FJ\" label=\"Fiji Islands\">Fiji Islands<\/option>\n\t\t\t\t\t<option value=\"FI\" label=\"Finland\">Finland<\/option>\n\t\t\t\t\t<option value=\"FR\" label=\"France\">France<\/option>\n\t\t\t\t\t<option value=\"GF\" label=\"French Guiana\">French Guiana<\/option>\n\t\t\t\t\t<option value=\"PF\" label=\"French Polynesia\">French Polynesia<\/option>\n\t\t\t\t\t<option value=\"TF\" label=\"French Southern Territories\">French Southern Territories<\/option>\n\t\t\t\t\t<option value=\"MK\" label=\"F.Y.R.O. Macedonia\">F.Y.R.O. Macedonia<\/option>\n\t\t\t\t\t<option value=\"GA\" label=\"Gabon\">Gabon<\/option>\n\t\t\t\t\t<option value=\"GM\" label=\"Gambia, The\">Gambia, The<\/option>\n\t\t\t\t\t<option value=\"GE\" label=\"Georgia\">Georgia<\/option>\n\t\t\t\t\t<option value=\"DE\" label=\"Germany\">Germany<\/option>\n\t\t\t\t\t<option value=\"GH\" label=\"Ghana\">Ghana<\/option>\n\t\t\t\t\t<option value=\"GI\" label=\"Gibraltar\">Gibraltar<\/option>\n\t\t\t\t\t<option value=\"GR\" label=\"Greece\">Greece<\/option>\n\t\t\t\t\t<option value=\"GL\" label=\"Greenland\">Greenland<\/option>\n\t\t\t\t\t<option value=\"GD\" label=\"Grenada\">Grenada<\/option>\n\t\t\t\t\t<option value=\"GP\" label=\"Guadeloupe\">Guadeloupe<\/option>\n\t\t\t\t\t<option value=\"GU\" label=\"Guam\">Guam<\/option>\n\t\t\t\t\t<option value=\"GT\" label=\"Guatemala\">Guatemala<\/option>\n\t\t\t\t\t<option value=\"GN\" label=\"Guinea\">Guinea<\/option>\n\t\t\t\t\t<option value=\"GW\" label=\"Guinea-Bissau\">Guinea-Bissau<\/option>\n\t\t\t\t\t<option value=\"GY\" label=\"Guyana\">Guyana<\/option>\n\t\t\t\t\t<option value=\"HT\" label=\"Haiti\">Haiti<\/option>\n\t\t\t\t\t<option value=\"HM\" label=\"Heard and McDonald Is\">Heard and McDonald Is<\/option>\n\t\t\t\t\t<option value=\"HN\" label=\"Honduras\">Honduras<\/option>\n\t\t\t\t\t<option value=\"HU\" label=\"Hungary\">Hungary<\/option>\n\t\t\t\t\t<option value=\"IS\" label=\"Iceland\">Iceland<\/option>\n\t\t\t\t\t<option value=\"IN\" label=\"India\">India<\/option>\n\t\t\t\t\t<option value=\"ID\" label=\"Indonesia\">Indonesia<\/option>\n\t\t\t\t\t<option value=\"IE\" label=\"Ireland\">Ireland<\/option>\n\t\t\t\t\t<option value=\"IL\" label=\"Israel\">Israel<\/option>\n\t\t\t\t\t<option value=\"IT\" label=\"Italy\">Italy<\/option>\n\t\t\t\t\t<option value=\"JM\" label=\"Jamaica\">Jamaica<\/option>\n\t\t\t\t\t<option value=\"JP\" label=\"Japan\">Japan<\/option>\n\t\t\t\t\t<option value=\"JO\" label=\"Jordan\">Jordan<\/option>\n\t\t\t\t\t<option value=\"KZ\" label=\"Kazakhstan\">Kazakhstan<\/option>\n\t\t\t\t\t<option value=\"KE\" label=\"Kenya\">Kenya<\/option>\n\t\t\t\t\t<option value=\"KI\" label=\"Kiribati\">Kiribati<\/option>\n\t\t\t\t\t<option value=\"KR\" label=\"Korea, South\">Korea, South<\/option>\n\t\t\t\t\t<option value=\"KW\" label=\"Kuwait\">Kuwait<\/option>\n\t\t\t\t\t<option value=\"KG\" label=\"Kyrgyzstan\">Kyrgyzstan<\/option>\n\t\t\t\t\t<option value=\"LA\" label=\"Laos\">Laos<\/option>\n\t\t\t\t\t<option value=\"LV\" label=\"Latvia\">Latvia<\/option>\n\t\t\t\t\t<option value=\"LB\" label=\"Lebanon\">Lebanon<\/option>\n\t\t\t\t\t<option value=\"LS\" label=\"Lesotho\">Lesotho<\/option>\n\t\t\t\t\t<option value=\"LR\" label=\"Liberia\">Liberia<\/option>\n\t\t\t\t\t<option value=\"LI\" label=\"Liechtenstein\">Liechtenstein<\/option>\n\t\t\t\t\t<option value=\"LT\" label=\"Lithuania\">Lithuania<\/option>\n\t\t\t\t\t<option value=\"LU\" label=\"Luxembourg\">Luxembourg<\/option>\n\t\t\t\t\t<option value=\"MG\" label=\"Madagascar\">Madagascar<\/option>\n\t\t\t\t\t<option value=\"MW\" label=\"Malawi\">Malawi<\/option>\n\t\t\t\t\t<option value=\"MY\" label=\"Malaysia\">Malaysia<\/option>\n\t\t\t\t\t<option value=\"MV\" label=\"Maldives\">Maldives<\/option>\n\t\t\t\t\t<option value=\"ML\" label=\"Mali\">Mali<\/option>\n\t\t\t\t\t<option value=\"MT\" label=\"Malta\">Malta<\/option>\n\t\t\t\t\t<option value=\"MH\" label=\"Marshall Is\">Marshall Is<\/option>\n\t\t\t\t\t<option value=\"MR\" label=\"Mauritania\">Mauritania<\/option>\n\t\t\t\t\t<option value=\"MU\" label=\"Mauritius\">Mauritius<\/option>\n\t\t\t\t\t<option value=\"MQ\" label=\"Martinique\">Martinique<\/option>\n\t\t\t\t\t<option value=\"YT\" label=\"Mayotte\">Mayotte<\/option>\n\t\t\t\t\t<option value=\"MX\" label=\"Mexico\">Mexico<\/option>\n\t\t\t\t\t<option value=\"FM\" label=\"Micronesia\">Micronesia<\/option>\n\t\t\t\t\t<option value=\"MD\" label=\"Moldova\">Moldova<\/option>\n\t\t\t\t\t<option value=\"MC\" label=\"Monaco\">Monaco<\/option>\n\t\t\t\t\t<option value=\"MN\" label=\"Mongolia\">Mongolia<\/option>\n\t\t\t\t\t<option value=\"MS\" label=\"Montserrat\">Montserrat<\/option>\n\t\t\t\t\t<option value=\"MA\" label=\"Morocco\">Morocco<\/option>\n\t\t\t\t\t<option value=\"MZ\" label=\"Mozambique\">Mozambique<\/option>\n\t\t\t\t\t<option value=\"MM\" label=\"Myanmar\">Myanmar<\/option>\n\t\t\t\t\t<option value=\"NA\" label=\"Namibia\">Namibia<\/option>\n\t\t\t\t\t<option value=\"NR\" label=\"Nauru\">Nauru<\/option>\n\t\t\t\t\t<option value=\"NP\" label=\"Nepal\">Nepal<\/option>\n\t\t\t\t\t<option value=\"NL\" label=\"Netherlands, The\">Netherlands, The<\/option>\n\t\t\t\t\t<option value=\"AN\" label=\"Netherlands Antilles\">Netherlands Antilles<\/option>\n\t\t\t\t\t<option value=\"NC\" label=\"New Caledonia\">New Caledonia<\/option>\n\t\t\t\t\t<option value=\"NZ\" label=\"New Zealand\">New Zealand<\/option>\n\t\t\t\t\t<option value=\"NI\" label=\"Nicaragua\">Nicaragua<\/option>\n\t\t\t\t\t<option value=\"NE\" label=\"Niger\">Niger<\/option>\n\t\t\t\t\t<option value=\"NG\" label=\"Nigeria\">Nigeria<\/option>\n\t\t\t\t\t<option value=\"NU\" label=\"Niue\">Niue<\/option>\n\t\t\t\t\t<option value=\"NO\" label=\"Norway\">Norway<\/option>\n\t\t\t\t\t<option value=\"NF\" label=\"Norfolk Island\">Norfolk Island<\/option>\n\t\t\t\t\t<option value=\"MP\" label=\"Northern Mariana Is\">Northern Mariana Is<\/option>\n\t\t\t\t\t<option value=\"OM\" label=\"Oman\">Oman<\/option>\n\t\t\t\t\t<option value=\"PK\" label=\"Pakistan\">Pakistan<\/option>\n\t\t\t\t\t<option value=\"PW\" label=\"Palau\">Palau<\/option>\n\t\t\t\t\t<option value=\"PA\" label=\"Panama\">Panama<\/option>\n\t\t\t\t\t<option value=\"PG\" label=\"Papua new Guinea\">Papua new Guinea<\/option>\n\t\t\t\t\t<option value=\"PY\" label=\"Paraguay\">Paraguay<\/option>\n\t\t\t\t\t<option value=\"PE\" label=\"Peru\">Peru<\/option>\n\t\t\t\t\t<option value=\"PH\" label=\"Philippines\">Philippines<\/option>\n\t\t\t\t\t<option value=\"PN\" label=\"Pitcairn Island\">Pitcairn Island<\/option>\n\t\t\t\t\t<option value=\"PL\" label=\"Poland\">Poland<\/option>\n\t\t\t\t\t<option value=\"PT\" label=\"Portugal\">Portugal<\/option>\n\t\t\t\t\t<option value=\"PR\" label=\"Puerto Rico\">Puerto Rico<\/option>\n\t\t\t\t\t<option value=\"QA\" label=\"Qatar\">Qatar<\/option>\n\t\t\t\t\t<option value=\"CG\" label=\"Republic of the Congo\">Republic of the Congo<\/option>\n\t\t\t\t\t<option value=\"RE\" label=\"Reunion\">Reunion<\/option>\n\t\t\t\t\t<option value=\"RO\" label=\"Romania\">Romania<\/option>\n\t\t\t\t\t<option value=\"RU\" label=\"Russia\">Russia<\/option>\n\t\t\t\t\t<option value=\"RW\" label=\"Rwanda\">Rwanda<\/option>\n\t\t\t\t\t<option value=\"SH\" label=\"Saint Helena\">Saint Helena<\/option>\n\t\t\t\t\t<option value=\"KN\" label=\"Saint Kitts And Nevis\">Saint Kitts And Nevis<\/option>\n\t\t\t\t\t<option value=\"LC\" label=\"Saint Lucia\">Saint Lucia<\/option>\n\t\t\t\t\t<option value=\"PM\" label=\"Saint Pierre and Miquelon\">Saint Pierre and Miquelon<\/option>\n\t\t\t\t\t<option value=\"VC\" label=\"Saint Vincent And The Grenadines\">Saint Vincent And The Grenadines<\/option>\n\t\t\t\t\t<option value=\"WS\" label=\"Samoa\">Samoa<\/option>\n\t\t\t\t\t<option value=\"SM\" label=\"San Marino\">San Marino<\/option>\n\t\t\t\t\t<option value=\"ST\" label=\"Sao Tome and Principe\">Sao Tome and Principe<\/option>\n\t\t\t\t\t<option value=\"SA\" label=\"Saudi Arabia\">Saudi Arabia<\/option>\n\t\t\t\t\t<option value=\"SN\" label=\"Senegal\">Senegal<\/option>\n\t\t\t\t\t<option value=\"rs\" label=\"Serbia\">Serbia<\/option>\n\t\t\t\t\t<option value=\"SC\" label=\"Seychelles\">Seychelles<\/option>\n\t\t\t\t\t<option value=\"SL\" label=\"Sierra Leone\">Sierra Leone<\/option>\n\t\t\t\t\t<option value=\"SG\" label=\"Singapore\">Singapore<\/option>\n\t\t\t\t\t<option value=\"SK\" label=\"Slovakia\">Slovakia<\/option>\n\t\t\t\t\t<option value=\"SI\" label=\"Slovenia\">Slovenia<\/option>\n\t\t\t\t\t<option value=\"SB\" label=\"Solomon Islands\">Solomon Islands<\/option>\n\t\t\t\t\t<option value=\"SO\" label=\"Somalia\">Somalia<\/option>\n\t\t\t\t\t<option value=\"ZA\" label=\"South Africa\">South Africa<\/option>\n\t\t\t\t\t<option value=\"GS\" label=\"South Georgia &amp; The S. Sandwich Is\">South Georgia &amp; The S. Sandwich Is<\/option>\n\t\t\t\t\t<option value=\"ES\" label=\"Spain\">Spain<\/option>\n\t\t\t\t\t<option value=\"LK\" label=\"Sri Lanka\">Sri Lanka<\/option>\n\t\t\t\t\t<option value=\"SR\" label=\"Suriname\">Suriname<\/option>\n\t\t\t\t\t<option value=\"SJ\" label=\"Svalbard And Jan Mayen Is\">Svalbard And Jan Mayen Is<\/option>\n\t\t\t\t\t<option value=\"SZ\" label=\"Swaziland\">Swaziland<\/option>\n\t\t\t\t\t<option value=\"SE\" label=\"Sweden\">Sweden<\/option>\n\t\t\t\t\t<option value=\"CH\" label=\"Switzerland\">Switzerland<\/option>\n\t\t\t\t\t<option value=\"TW\" label=\"Taiwan\">Taiwan<\/option>\n\t\t\t\t\t<option value=\"TJ\" label=\"Tajikistan\">Tajikistan<\/option>\n\t\t\t\t\t<option value=\"TZ\" label=\"Tanzania\">Tanzania<\/option>\n\t\t\t\t\t<option value=\"TH\" label=\"Thailand\">Thailand<\/option>\n\t\t\t\t\t<option value=\"TL\" label=\"Timor-Leste\">Timor-Leste<\/option>\n\t\t\t\t\t<option value=\"TG\" label=\"Togo\">Togo<\/option>\n\t\t\t\t\t<option value=\"TK\" label=\"Tokelau\">Tokelau<\/option>\n\t\t\t\t\t<option value=\"TO\" label=\"Tonga\">Tonga<\/option>\n\t\t\t\t\t<option value=\"TT\" label=\"Trinidad And Tobago\">Trinidad And Tobago<\/option>\n\t\t\t\t\t<option value=\"TN\" label=\"Tunisia\">Tunisia<\/option>\n\t\t\t\t\t<option value=\"TR\" label=\"Turkey\">Turkey<\/option>\n\t\t\t\t\t<option value=\"TC\" label=\"Turks And Caicos Is\">Turks And Caicos Is<\/option>\n\t\t\t\t\t<option value=\"TM\" label=\"Turkmenistan\">Turkmenistan<\/option>\n\t\t\t\t\t<option value=\"TV\" label=\"Tuvalu\">Tuvalu<\/option>\n\t\t\t\t\t<option value=\"UG\" label=\"Uganda\">Uganda<\/option>\n\t\t\t\t\t<option value=\"UA\" label=\"Ukraine\">Ukraine<\/option>\n\t\t\t\t\t<option value=\"AE\" label=\"United Arab Emirates\">United Arab Emirates<\/option>\n\t\t\t\t\t<option value=\"GB\" label=\"United Kingdom\">United Kingdom<\/option>\n\t\t\t\t\t<option value=\"UM\" label=\"United States Minor Outlying Is\">United States Minor Outlying Is<\/option>\n\t\t\t\t\t<option value=\"UY\" label=\"Uruguay\">Uruguay<\/option>\n\t\t\t\t\t<option value=\"UZ\" label=\"Uzbekistan\">Uzbekistan<\/option>\n\t\t\t\t\t<option value=\"VU\" label=\"Vanuatu\">Vanuatu<\/option>\n\t\t\t\t\t<option value=\"VA\" label=\"Vatican City State (Holy See)\">Vatican City State (Holy See)<\/option>\n\t\t\t\t\t<option value=\"VE\" label=\"Venezuela\">Venezuela<\/option>\n\t\t\t\t\t<option value=\"VN\" label=\"Vietnam\">Vietnam<\/option>\n\t\t\t\t\t<option value=\"VG\" label=\"Virgin Islands (British)\">Virgin Islands (British)<\/option>\n\t\t\t\t\t<option value=\"VI\" label=\"Virgin Islands (US)\">Virgin Islands (US)<\/option>\n\t\t\t\t\t<option value=\"WF\" label=\"Wallis And Futuna Islands\">Wallis And Futuna Islands<\/option>\n\t\t\t\t\t<option value=\"EH\" label=\"Western Sahara\">Western Sahara<\/option>\n\t\t\t\t\t<option value=\"YE\" label=\"Yemen\">Yemen<\/option>\n\t\t\t\t\t<option value=\"ZM\" label=\"Zambia\">Zambia<\/option>\n\t\t\t\t\t<option value=\"ZW\" label=\"Zimbabwe\">Zimbabwe<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyCountry_inline\" class=\"screen-reader-only\">Select your Country<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyCountry-errMsg_inline\" aria-live=\"assertive\">Select your Country<\/span>\n<\/div>\n\n<div id=\"field-company-state-jp\" class=\"field-company-state field field--grow\">\n\t<select class=\"select-company-state-jp subscribe__field-info\" data-error-id=\"CompanyStateJP-errMsg_inline\" id=\"CompanyStateJP_inline\" name=\"CompanyState\" aria-required=\"false\" aria-describedby=\"CompanyCountryJP-errMsg\" autocomplete=\"address-level1\" required disabled=\"disabled\">\n\t\t<option selected=\"\" value=\"\">State\/province<\/option>\n\t\t\t\t\t<option value=\"Hokkaido\" label=\"\u5317\u6d77\u9053 - Hokkaido\">\u5317\u6d77\u9053 &#8211; Hokkaido<\/option>\n\t\t\t\t\t<option value=\"Aomori\" label=\"\u9752\u68ee\u770c - Aomori\">\u9752\u68ee\u770c &#8211; Aomori<\/option>\n\t\t\t\t\t<option value=\"Iwate\" label=\"\u5ca9\u624b\u770c - Iwate\">\u5ca9\u624b\u770c &#8211; Iwate<\/option>\n\t\t\t\t\t<option value=\"Miyagi\" label=\"\u5bae\u57ce\u770c - Miyagi\">\u5bae\u57ce\u770c &#8211; Miyagi<\/option>\n\t\t\t\t\t<option value=\"Akita\" label=\"\u79cb\u7530\u770c - Akita\">\u79cb\u7530\u770c &#8211; Akita<\/option>\n\t\t\t\t\t<option value=\"Yamagata\" label=\"\u5c71\u5f62\u770c - Yamagata\">\u5c71\u5f62\u770c &#8211; Yamagata<\/option>\n\t\t\t\t\t<option value=\"Fukushima\" label=\"\u798f\u5cf6\u770c - Fukushima\">\u798f\u5cf6\u770c &#8211; Fukushima<\/option>\n\t\t\t\t\t<option value=\"Ibaraki\" label=\"\u8328\u57ce\u770c - Ibaraki\">\u8328\u57ce\u770c &#8211; Ibaraki<\/option>\n\t\t\t\t\t<option value=\"Tochigi\" label=\"\u6803\u6728\u770c - Tochigi\">\u6803\u6728\u770c &#8211; Tochigi<\/option>\n\t\t\t\t\t<option value=\"Gunma\" label=\"\u7fa4\u99ac\u770c - Gunma\">\u7fa4\u99ac\u770c &#8211; Gunma<\/option>\n\t\t\t\t\t<option value=\"Saitama\" label=\"\u57fc\u7389\u770c - Saitama\">\u57fc\u7389\u770c &#8211; Saitama<\/option>\n\t\t\t\t\t<option value=\"Chiba\" label=\"\u5343\u8449\u770c - Chiba\">\u5343\u8449\u770c &#8211; Chiba<\/option>\n\t\t\t\t\t<option value=\"Tokyo\" label=\"\u6771\u4eac\u90fd - Tokyo\">\u6771\u4eac\u90fd &#8211; Tokyo<\/option>\n\t\t\t\t\t<option value=\"Kanagawa\" label=\"\u795e\u5948\u5ddd\u770c - Kanagawa\">\u795e\u5948\u5ddd\u770c &#8211; Kanagawa<\/option>\n\t\t\t\t\t<option value=\"Niigata\" label=\"\u65b0\u6f5f\u770c - Niigata\">\u65b0\u6f5f\u770c &#8211; Niigata<\/option>\n\t\t\t\t\t<option value=\"Toyama\" label=\"\u5bcc\u5c71\u770c - Toyama\">\u5bcc\u5c71\u770c &#8211; Toyama<\/option>\n\t\t\t\t\t<option value=\"Ishikawa\" label=\"\u77f3\u5ddd\u770c - Ishikawa\">\u77f3\u5ddd\u770c &#8211; Ishikawa<\/option>\n\t\t\t\t\t<option value=\"Fukui\" label=\"\u798f\u4e95\u770c - Fukui\">\u798f\u4e95\u770c &#8211; Fukui<\/option>\n\t\t\t\t\t<option value=\"Yamanashi\" label=\"\u5c71\u68a8\u770c - Yamanashi\">\u5c71\u68a8\u770c &#8211; Yamanashi<\/option>\n\t\t\t\t\t<option value=\"Nagano\" label=\"\u9577\u91ce\u770c - Nagano\">\u9577\u91ce\u770c &#8211; Nagano<\/option>\n\t\t\t\t\t<option value=\"Gifu\" label=\"\u5c90\u961c\u770c - Gifu\">\u5c90\u961c\u770c &#8211; Gifu<\/option>\n\t\t\t\t\t<option value=\"Shizuoka\" label=\"\u9759\u5ca1\u770c - Shizuoka\">\u9759\u5ca1\u770c &#8211; Shizuoka<\/option>\n\t\t\t\t\t<option value=\"Aichi\" label=\"\u611b\u77e5\u770c - Aichi\">\u611b\u77e5\u770c &#8211; Aichi<\/option>\n\t\t\t\t\t<option value=\"Mie\" label=\"\u4e09\u91cd\u770c - Mie\">\u4e09\u91cd\u770c &#8211; Mie<\/option>\n\t\t\t\t\t<option value=\"Shiga\" label=\"\u6ecb\u8cc0\u770c - Shiga\">\u6ecb\u8cc0\u770c &#8211; Shiga<\/option>\n\t\t\t\t\t<option value=\"Kyoto\" label=\"\u4eac\u90fd\u5e9c - Kyoto\">\u4eac\u90fd\u5e9c &#8211; Kyoto<\/option>\n\t\t\t\t\t<option value=\"Osaka\" label=\"\u5927\u962a\u5e9c - Osaka\">\u5927\u962a\u5e9c &#8211; Osaka<\/option>\n\t\t\t\t\t<option value=\"Hyogo\" label=\"\u5175\u5eab\u770c - Hyogo\">\u5175\u5eab\u770c &#8211; Hyogo<\/option>\n\t\t\t\t\t<option value=\"Nara\" label=\"\u5948\u826f\u770c - Nara\">\u5948\u826f\u770c &#8211; Nara<\/option>\n\t\t\t\t\t<option value=\"Wakayama\" label=\"\u548c\u6b4c\u5c71\u770c - Wakayama\">\u548c\u6b4c\u5c71\u770c &#8211; Wakayama<\/option>\n\t\t\t\t\t<option value=\"Tottori\" label=\"\u9ce5\u53d6\u770c - Tottori\">\u9ce5\u53d6\u770c &#8211; Tottori<\/option>\n\t\t\t\t\t<option value=\"Shimane\" label=\"\u5cf6\u6839\u770c - Shimane\">\u5cf6\u6839\u770c &#8211; Shimane<\/option>\n\t\t\t\t\t<option value=\"Okayama\" label=\"\u5ca1\u5c71\u770c - Okayama\">\u5ca1\u5c71\u770c &#8211; Okayama<\/option>\n\t\t\t\t\t<option value=\"Hiroshima\" label=\"\u5e83\u5cf6\u770c - Hiroshima\">\u5e83\u5cf6\u770c &#8211; Hiroshima<\/option>\n\t\t\t\t\t<option value=\"Yamaguchi\" label=\"\u5c71\u53e3\u770c - Yamaguchi\">\u5c71\u53e3\u770c &#8211; Yamaguchi<\/option>\n\t\t\t\t\t<option value=\"Tokushima\" label=\"\u5fb3\u5cf6\u770c - Tokushima\">\u5fb3\u5cf6\u770c &#8211; Tokushima<\/option>\n\t\t\t\t\t<option value=\"Kagawa\" label=\"\u9999\u5ddd\u770c - Kagawa\">\u9999\u5ddd\u770c &#8211; Kagawa<\/option>\n\t\t\t\t\t<option value=\"Ehime\" label=\"\u611b\u5a9b\u770c - Ehime\">\u611b\u5a9b\u770c &#8211; Ehime<\/option>\n\t\t\t\t\t<option value=\"Kochi\" label=\"\u9ad8\u77e5\u770c - Kochi\">\u9ad8\u77e5\u770c &#8211; Kochi<\/option>\n\t\t\t\t\t<option value=\"Fukuoka\" label=\"\u798f\u5ca1\u770c - Fukuoka\">\u798f\u5ca1\u770c &#8211; Fukuoka<\/option>\n\t\t\t\t\t<option value=\"Saga\" label=\"\u4f50\u8cc0\u770c - Saga\">\u4f50\u8cc0\u770c &#8211; Saga<\/option>\n\t\t\t\t\t<option value=\"Nagasaki\" label=\"\u9577\u5d0e\u770c - Nagasaki\">\u9577\u5d0e\u770c &#8211; Nagasaki<\/option>\n\t\t\t\t\t<option value=\"Kumamoto\" label=\"\u718a\u672c\u770c - Kumamoto\">\u718a\u672c\u770c &#8211; Kumamoto<\/option>\n\t\t\t\t\t<option value=\"Oita\" label=\"\u5927\u5206\u770c - Oita\">\u5927\u5206\u770c &#8211; Oita<\/option>\n\t\t\t\t\t<option value=\"Miyazaki\" label=\"\u5bae\u5d0e\u770c - Miyazaki\">\u5bae\u5d0e\u770c &#8211; Miyazaki<\/option>\n\t\t\t\t\t<option value=\"Kagoshima\" label=\"\u9e7f\u5150\u5cf6\u770c - Kagoshima\">\u9e7f\u5150\u5cf6\u770c &#8211; Kagoshima<\/option>\n\t\t\t\t\t<option value=\"Okinawa\" label=\"\u6c96\u7e04\u770c - Okinawa\">\u6c96\u7e04\u770c &#8211; Okinawa<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyStateJP_inline\" class=\"screen-reader-only\">Select a state\/province<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyStateJP-errMsg_inline\" aria-live=\"assertive\">Select a state\/province<\/span>\n<\/div>\n\n<div id=\"field-company-state-ca\" class=\"field-company-state field field--grow\">\n\t<select class=\"select-company-state-ca subscribe__field-info\" data-error-id=\"CompanyStateCA-errMsg_inline\" id=\"CompanyStateCA_inline\" name=\"CompanyState\" aria-required=\"false\" aria-describedby=\"CompanyCountryCA-errMsg\" autocomplete=\"address-level1\" required disabled=\"disabled\">\n\t\t<option selected=\"\" value=\"\">State\/province<\/option>\n\t\t\t\t\t<option value=\"AB\" label=\"Alberta\">Alberta<\/option>\n\t\t\t\t\t<option value=\"BC\" label=\"British Columbia\">British Columbia<\/option>\n\t\t\t\t\t<option value=\"MB\" label=\"Manitoba\">Manitoba<\/option>\n\t\t\t\t\t<option value=\"NB\" label=\"New Brunswick\">New Brunswick<\/option>\n\t\t\t\t\t<option value=\"NL\" label=\"Newfoundland\">Newfoundland<\/option>\n\t\t\t\t\t<option value=\"NT\" label=\"Northwest Territories\">Northwest Territories<\/option>\n\t\t\t\t\t<option value=\"NS\" label=\"Nova Scotia\">Nova Scotia<\/option>\n\t\t\t\t\t<option value=\"NU\" label=\"Nunavut\">Nunavut<\/option>\n\t\t\t\t\t<option value=\"ON\" label=\"Ontario\">Ontario<\/option>\n\t\t\t\t\t<option value=\"PE\" label=\"Prince Edward Island\">Prince Edward Island<\/option>\n\t\t\t\t\t<option value=\"QC\" label=\"Quebec\">Quebec<\/option>\n\t\t\t\t\t<option value=\"SK\" label=\"Saskatchewan\">Saskatchewan<\/option>\n\t\t\t\t\t<option value=\"YT\" label=\"Yukon\">Yukon<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyStateCA_inline\" class=\"screen-reader-only\">Select a state\/province<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyStateCA-errMsg_inline\" aria-live=\"assertive\">Select a state\/province<\/span>\n<\/div>\n\n<div id=\"field-company-state-usa\" class=\"field-company-state field field--grow\">\n\t<select class=\"select-company-state-usa subscribe__field-info\" data-error-id=\"CompanyStateUSA-errMsg_inline\" id=\"CompanyStateUSA_inline\" name=\"CompanyState\" aria-required=\"false\" aria-describedby=\"CompanyCountryUSA-errMsg\" autocomplete=\"address-level1\" required disabled=\"disabled\">\n\t\t<option selected=\"\" value=\"\">State\/province<\/option>\n\t\t\t\t\t<option value=\"AL\" label=\"Alabama\">Alabama<\/option>\n\t\t\t\t\t<option value=\"AK\" label=\"Alaska\">Alaska<\/option>\n\t\t\t\t\t<option value=\"AZ\" label=\"Arizona\">Arizona<\/option>\n\t\t\t\t\t<option value=\"AR\" label=\"Arkansas\">Arkansas<\/option>\n\t\t\t\t\t<option value=\"CA\" label=\"California\">California<\/option>\n\t\t\t\t\t<option value=\"CO\" label=\"Colorado\">Colorado<\/option>\n\t\t\t\t\t<option value=\"CT\" label=\"Connecticut\">Connecticut<\/option>\n\t\t\t\t\t<option value=\"DE\" label=\"Delaware\">Delaware<\/option>\n\t\t\t\t\t<option value=\"DC\" label=\"District of Columbia\">District of Columbia<\/option>\n\t\t\t\t\t<option value=\"FL\" label=\"Florida\">Florida<\/option>\n\t\t\t\t\t<option value=\"GA\" label=\"Georgia\">Georgia<\/option>\n\t\t\t\t\t<option value=\"HI\" label=\"Hawaii\">Hawaii<\/option>\n\t\t\t\t\t<option value=\"ID\" label=\"Idaho\">Idaho<\/option>\n\t\t\t\t\t<option value=\"IL\" label=\"Illinois\">Illinois<\/option>\n\t\t\t\t\t<option value=\"IN\" label=\"Indiana\">Indiana<\/option>\n\t\t\t\t\t<option value=\"IA\" label=\"Iowa\">Iowa<\/option>\n\t\t\t\t\t<option value=\"KS\" label=\"Kansas\">Kansas<\/option>\n\t\t\t\t\t<option value=\"KY\" label=\"Kentucky\">Kentucky<\/option>\n\t\t\t\t\t<option value=\"LA\" label=\"Louisiana\">Louisiana<\/option>\n\t\t\t\t\t<option value=\"ME\" label=\"Maine\">Maine<\/option>\n\t\t\t\t\t<option value=\"MD\" label=\"Maryland\">Maryland<\/option>\n\t\t\t\t\t<option value=\"MA\" label=\"Massachusetts\">Massachusetts<\/option>\n\t\t\t\t\t<option value=\"MI\" label=\"Michigan\">Michigan<\/option>\n\t\t\t\t\t<option value=\"MN\" label=\"Minnesota\">Minnesota<\/option>\n\t\t\t\t\t<option value=\"MS\" label=\"Mississippi\">Mississippi<\/option>\n\t\t\t\t\t<option value=\"MO\" label=\"Missouri\">Missouri<\/option>\n\t\t\t\t\t<option value=\"MT\" label=\"Montana\">Montana<\/option>\n\t\t\t\t\t<option value=\"NE\" label=\"Nebraska\">Nebraska<\/option>\n\t\t\t\t\t<option value=\"NV\" label=\"Nevada\">Nevada<\/option>\n\t\t\t\t\t<option value=\"NH\" label=\"New Hampshire\">New Hampshire<\/option>\n\t\t\t\t\t<option value=\"NJ\" label=\"New Jersey\">New Jersey<\/option>\n\t\t\t\t\t<option value=\"NM\" label=\"New Mexico\">New Mexico<\/option>\n\t\t\t\t\t<option value=\"NY\" label=\"New York\">New York<\/option>\n\t\t\t\t\t<option value=\"NC\" label=\"North Carolina\">North Carolina<\/option>\n\t\t\t\t\t<option value=\"ND\" label=\"North Dakota\">North Dakota<\/option>\n\t\t\t\t\t<option value=\"OH\" label=\"Ohio\">Ohio<\/option>\n\t\t\t\t\t<option value=\"OK\" label=\"Oklahoma\">Oklahoma<\/option>\n\t\t\t\t\t<option value=\"OR\" label=\"Oregon\">Oregon<\/option>\n\t\t\t\t\t<option value=\"PA\" label=\"Pennsylvania\">Pennsylvania<\/option>\n\t\t\t\t\t<option value=\"RI\" label=\"Rhode Island\">Rhode Island<\/option>\n\t\t\t\t\t<option value=\"SC\" label=\"South Carolina\">South Carolina<\/option>\n\t\t\t\t\t<option value=\"SD\" label=\"South Dakota\">South Dakota<\/option>\n\t\t\t\t\t<option value=\"TN\" label=\"Tennessee\">Tennessee<\/option>\n\t\t\t\t\t<option value=\"TX\" label=\"Texas\">Texas<\/option>\n\t\t\t\t\t<option value=\"UT\" label=\"Utah\">Utah<\/option>\n\t\t\t\t\t<option value=\"VT\" label=\"Vermont\">Vermont<\/option>\n\t\t\t\t\t<option value=\"VA\" label=\"Virginia\">Virginia<\/option>\n\t\t\t\t\t<option value=\"WA\" label=\"Washington\">Washington<\/option>\n\t\t\t\t\t<option value=\"WV\" label=\"West Virginia\">West Virginia<\/option>\n\t\t\t\t\t<option value=\"WI\" label=\"Wisconsin\">Wisconsin<\/option>\n\t\t\t\t\t<option value=\"WY\" label=\"Wyoming\">Wyoming<\/option>\n\t\t\t<\/select>\n\t<label for=\"CompanyStateUSA_inline\" class=\"screen-reader-only\">Select a state\/province<\/label>\n\t<span class=\"error-msg body-fine\" id=\"CompanyStateUSA-errMsg_inline\" aria-live=\"assertive\">Select a state\/province<\/span>\n<\/div>\n\t\t\t\t<\/div>\n\n\t\t\t\t<div class=\"subscribe__privacy\" role=\"group\" aria-label=\"Privacy Statement Agreement\">\n\t\t\t\t\t\n<div class=\"privacy-text last\">\n\t\t\t<p class=\"body-fine\">\n\t\t\t<b>Yes,<\/b>\n\t\t\tI would like to receive the Salesforce 360 Highlights newsletter as well as marketing emails regarding Salesforce products, services, and events. I can unsubscribe at any time.\t\t<\/p>\n\t<\/div>\n\n\t<div class=\"privacy-text last\">\n\t\t\t\t<div id=\"js-checkbox-disclaimer\" class=\"explicit\">\n\t\t\t<div class=\"checkbox-accept-div\">\n\t\t\t\t<div class=\"checkbox-accept\">\n\t\t\t\t\t<input data-error-id=\"Accept_Terms__c-errMsg-1\" class=\"checkbox-accept-terms\" type=\"checkbox\" id=\"Accept_Terms__c-1\" name=\"Accept_Terms__c\">\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"checkbox-accept-label\">\n\t\t\t\t\t<label class=\"body-fine\" for=\"Accept_Terms__c-1\">\n\t\t\t\t\t\tI agree to the <a href=\"https:\/\/www.salesforce.com\/jp\/company\/privacy\/full_privacy\/\" target=\"_blank\">Privacy Statement<\/a> and to the <a href=\"https:\/\/www.salesforce.com\/jp\/company\/privacy-notification-a3\/\" target=\"_blank\">handling of my personal information<\/a>. In particular, I consent to the transfer of my personal information to other countries, including the United States, for the purpose of hosting and processing the information as set forth in the Privacy Statement. <a href=\"#\" class=\"readMoreLink\" data-toggle=\"collapse\" data-target=\".readMoreCollapse\">Learn More<\/a>\n\t\t\t\t\t\t<div class=\"collapse readMoreCollapse\">\n\t\t\t\t\t\t\tI understand that these countries may not have the same data protection laws as the country from which I provide my personal information. For more information, click <a href=\"https:\/\/www.salesforce.com\/jp\/company\/privacy\/full_privacy\/\" target=\"_blank\">here.<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/label>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"clear-both\"><\/div>\n\t\t\t<\/div>\n\t\t\t<div class=\"privacy-text-error-div\">\n\t\t\t\t<span class=\"error-msg body-fine privacy-text-error-msg\" id=\"Accept_Terms__c-errMsg_modal\">\n\t\t\t\t\tPlease read and agree to the Master Subscription Agreement\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t<div id=\"js-disclaimer-language\" class=\"privacy-text privacy-text--disclaimer-language\">\n\t\t\t<p class=\"body-fine\">\n\t\t\t\tBy registering, you confirm that you agree to the processing of your personal data by Salesforce as described in the <a href=\"https:\/\/www.salesforce.com\/company\/privacy\/full_privacy\/\" target=\"_blank\">Privacy Statement<\/a>.\t\t\t<\/p>\n\n\t\t<\/div>\n\t<\/div>\n\t\t\t\t<\/div>\n\n\t\t\t\t<div class=\"btn-container\">\n\t\t\t\t\t<button name=\"Subscribe\" type=\"submit\" class=\"btn btn-primary btn-submit\" formnovalidate>\n\t\t\t\t\t\tSign up now\t\t\t\t\t<\/button>\n\t\t\t\t<\/div>\n\n\t\t\t<\/div>\n\t\t<\/form>\n\n\t<\/div>\n\n\t<div class=\"subscribe-success-v2 subscribe-success-v2--inline\">\n\t\t<h2 class=\"subscribe-success__title\" aria-live=\"assertive\">\n\t\t\tThanks, you&#8217;re subscribed!\t\t<\/h2>\n\t<\/div>\n\t\t\t\t\t<img decoding=\"async\" class=\"subscribe-success-v2__right-image\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/assets\/images\/rbn-right-general.png\" alt=\"\">\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-key-components-of-sales-performance-management\">Key components of sales performance management<\/h2>\n\n\n\n<p>A sales performance management strategy is like a puzzle. Each piece is unique and plays a specific role. But when you put them all together in the right way, these individual pieces create a unified vision. It can show your team what success looks like.<\/p>\n\n\n\n<p>Here are the key components to think about:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-sales-planning\">Sales planning<\/h3>\n\n\n\n<p>A <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/sales-planning\/what-is-a-sales-plan\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales plan<\/a> helps reps understand company objectives and gives them a roadmap for meeting them. This includes an outline of target customers, potential obstacles, and revenue goals.<\/p>\n\n\n\n<p>Your team&#8217;s efficiency relies heavily making sure each rep is making the most of their skills, native talent, and experience, which is why sales territory planning is key. <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/mapping-software\/what-is-sales-territory-mapping\/\" target=\"_blank\" rel=\"noreferrer noopener\">Territory planning<\/a> matches your reps with the territories and customers they&#8217;re best suited and gives them strategies for closing more deals based on data \u2014 market trends, sales forecasts, and more.<\/p>\n\n\n\n<p>For example, if your goal is new customer acquisition for a specific territory, you might plan to refresh lead nurturing sequences, expand partnerships in the area, offer special promotions, or host events to capture more new leads.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-sales-compensation-and-incentives\">Sales compensation and incentives<\/h3>\n\n\n\n<p>To help keep reps motivated to meet the goals you set for them, you can implement various&nbsp;<a href=\"https:\/\/www.salesforce.com\/blog\/sales-commission\/\" target=\"_blank\" rel=\"noreferrer noopener\">commission structures<\/a> and bonuses. These monetary rewards help you recognise top performers and set the bar for success.<\/p>\n\n\n\n<p>When your team needs an extra boost to achieve a specific goal or meet quota, incentive compensation plans \u2014 especially&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/sales\/incentive-compensation-management\/what-is-a-spiff-in-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">SPIFFs (Sales Performance Incentive Funds)<\/a>&nbsp;\u2014 are a good option. Beyond increasing sales, they can strengthen morale and encourage teams to hit short-term goals by providing extra compensation beyond their base salary.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.salesforce.com\/ap\/sales\/sales-quotas\/\" target=\"_blank\" rel=\"noreferrer noopener\">Quota<\/a> management is also a critical part of SPM. It involves setting, tracking, and achieving specific sales goals over certain time periods. Done well, it helps keep reps motivated and rewards those who reach their goals. Effective&nbsp;sales quotas&nbsp;are realistic, data-backed, and aligned with company goals.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-sales-training-and-coaching\">Sales training and coaching<\/h3>\n\n\n\n<p>To empower sales teams to hit quota, you need to ensure they have the <a href=\"https:\/\/www.salesforce.com\/ap\/blog\/sales-training-programs\/\" target=\"_blank\" rel=\"noreferrer noopener\">training<\/a> and coaching necessary to do their jobs. This isn&#8217;t just onboarding; this involves ongoing support from sales managers, call coaching, and continuing education on best practices and the latest sales techniques. (Read more about this in our article on <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/enablement\/what-is-sales-enablement\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales enablement<\/a>.)<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-sales-insights-and-strategies\">Sales insights and strategies<\/h3>\n\n\n\n<p>The focus here is on what you sell and how much of it you can and will sell. It includes things like pipeline management, price setting, and&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/sales\/go-to-market-strategy\/\" target=\"_blank\" rel=\"noreferrer noopener\">go-to-market strategies<\/a>&nbsp;\u2014 all of which rely heavily on data.<\/p>\n\n\n\n<p>Your SPM strategy should be fluid, adaptable, and backed by data. You must regularly analyse your performance against your goals. If the results are falling short, dig into why and modify your strategy accordingly. Look at how your products, territories, customer segments, and teams perform to decide where you&#8217;re doing well and where you could improve. Then, decide what tactics to apply in weaker areas for better results.<\/p>\n\n\n\n<p>For example, if you see that one of your products or services is underperforming compared with others, look into possible causes by reviewing deal data and insights stored in your CRM. Perhaps you need to adjust your&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/blog\/pricing-strategy-examples\/\" target=\"_blank\" rel=\"noreferrer noopener\">pricing strategy<\/a>&nbsp;or certain sales call techniques to address the problem.<\/p>\n\n\n\n<p>(<a href=\"#h-what-you-ll-learn\">Back to top<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-4-tips-for-nbsp-better-sales-performance-management\">4 tips for&nbsp;better sales performance management<\/h2>\n\n\n\n<p>Sales performance management is ultimately about helping your team meet the goals of the business. Here are a few tips to set them up for success:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Be transparent with your team:&nbsp;<\/strong>When changing your strategy or shifting direction, communicate with your team. Explain the new targets and how you plan to meet them and be clear about what success looks like so everyone understands how they fit into the bigger picture. Make sure your reps have access to the data they need to be successful, such as tracking their progress toward meeting quotas.<\/li>\n\n\n\n<li><strong>Set high and attainable goals:&nbsp;<\/strong>Use data insights \u2014 past performance, market trends, and sales forecasts \u2014 to set realistic goals you feel confident your reps can meet. When reps feel capable of meeting goals, chances for success are much higher than if they don&#8217;t. Attainable goals not only help keep your organisation moving forward, but they also contribute to positive morale.<\/li>\n\n\n\n<li><strong>Test, learn, and adapt:&nbsp;<\/strong>Learn from the past with&nbsp;<a href=\"https:\/\/www.salesforce.com\/ap\/blog\/sales-analysis\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales analysis<\/a>. By pinpointing what&#8217;s working and what&#8217;s not, you can see where opportunities exist to adjust sales strategies, improve onboarding processes,&nbsp;<a href=\"https:\/\/www.salesforce.com\/blog\/effectively-coach-sales-team-blog\/\" target=\"_blank\" rel=\"noreferrer noopener\">develop coaching plans<\/a>, and increase overall sales performance across your organisation.<\/li>\n\n\n\n<li><strong>Reward high performance:&nbsp;<\/strong>Rewarding high performance is a great way to keep your teams motivated, productive, and closing more deals. Recognising achievements is not only a good way to promote employee retention, but it can also be a great way to set expectations and create examples of what success looks like.<\/li>\n<\/ol>\n\n\n\n<p>(<a href=\"#h-what-you-ll-learn\">Back to top<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-what-to-look-for-in-sales-performance-management-software\">What to look for in sales performance management software<\/h2>\n\n\n\n<p>When choosing <a href=\"https:\/\/www.salesforce.com\/ap\/sales\/performance-management\/\" target=\"_blank\" rel=\"noreferrer noopener\">SPM software<\/a>, you want a solution to help you become more efficient, productive, and effective at selling and meeting your sales targets. Let&#8217;s break down a few key features of Sales Cloud&#8217;s&nbsp;sales performance management&nbsp;software to show how it can help you do this:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Automated plans and workflows:<\/strong>&nbsp;This feature allows you to build incentive compensation plans quickly and easily as well as streamline and automate complex commission workflows. You can also automate tedious manual processes \u2014 like admin tasks \u2014 so your team is free to focus on selling.<\/li>\n\n\n\n<li><strong>Real-time reporting and dashboards:&nbsp;<\/strong>Create intuitive reports and dashboards in minutes and align organisational priorities to seller motivations. Empower your reps with visibility into commission trends, performance data, personalised analytics, and commission statements. These allow reps to track their progress toward goals and view potential earnings within the platform.<\/li>\n\n\n\n<li><strong>Intelligent territory assignments:&nbsp;<\/strong>Designate and assign territories to the best-suited reps and allocate resources more efficiently with data insights and automation. Align your accounts, reps, and territories to business priorities and resources. Then, publish assignments within the platform when the plan is finished. You can also visualise your territory plan holistically and make adjustments based on forecasts to ensure maximum impact.<\/li>\n<\/ul>\n\n\n\n<p>(<a href=\"#h-what-you-ll-learn\">Back to top<\/a>)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-improve-your-sales-performance-management-process-for-better-results\">Improve your sales performance management process for better results<\/h2>\n\n\n\n<p>Sales performance management is an essential piece of the puzzle for sales organisations. From setting expectations and implementing incentive programs to tracking progress and holding teams accountable, SPM helps you stay competitive and reach your targets. While creating an effective sales performance management plan takes time and effort, it&#8217;s crucial for your organisation to thrive.<\/p>\n\n\n\n<div class=\"layout-four wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Attain quota faster and speed up sales ops\u00a0<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Learn how Sales Performance Management helps you connect customer data to sales planning and execution.\u00a0<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/ap\/form\/sales\/performance-management-demos\/\">Learn more<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-four.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-four.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-four.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Learn how to keep your sales reps \u2014 and your business \u2014 on the right track with a solid performance strategy.<\/p>\n","protected":false},"author":178,"featured_media":9566,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"5530100c836847c9b1e08f37AP","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[453,36,15,521,506,508,648,642],"sf_content_type":[],"coauthors":[732],"class_list":["post-9567","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-salesblazer","sf_topic-sales-cloud","sf_topic-sales","sf_topic-sales-strategy","sf_topic-sales-management","sf_topic-sales-representative","sf_topic-data-analyst","sf_topic-forecasting"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>What Is Sales Performance Management? | Salesforce<\/title>\n<meta name=\"description\" content=\"Sales Performance Management is a process that helps organizations keep sales performance high. Learn how to create a data-driven SPM.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/ap\/blog\/what-is-sales-performance-management\/\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What Is Sales Performance Management? Examples and Tips\" \/>\n<meta property=\"og:description\" content=\"Sales Performance Management is a process that helps organizations keep sales performance high. 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