Most people would agree that sales performance management is important, but what does it actually mean? Colletti-Fiss tackles the topic in a white paper, examining the state of such management initiatives and how companies can use them, writes Janet Spirer. Software is "a valuable tool ... [but] it is important to first start with a set of common expectations about what sales performance management is and can do for an organization when effectively implemented," according to the white paper.

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