There are many reasons why salespeople, as a group, underperform. Some are focused on the wrong activities, others may need more training. Causes can vary across the board.

So with forecasts looking less and less promising, what options do sales executives have to turn things around and do so quickly? How can they address performance deficiencies in an effective manner?

In this month’s Performance Perspective, Mike Ryan explores:

• Why SaaS is a differentiator when motivating salespeople
• The limitations of traditional compensation plans
• How sales contests and sales recognition programs fill the void