Skip to product menu
Zoho crm
close
  • Sales
    Press Space or Enter to display list of options
EXPLORE ALL PRODUCTS

Sales

 
CRM

Comprehensive CRM platform for customer-facing teams.

CRM
 
Bigin

Simple CRM for small businesses moving from spreadsheets.

Bigin
 
Forms

Build online forms for every business need.

Forms
 
SalesIQ

Live chat app to engage and convert website visitors.

SalesIQ
 
Bookings

Appointment scheduling app for consultations with customers.

Bookings
 
Sign

Digital signature app for businesses.

Sign
 
RouteIQ

Comprehensive sales map visualization and optimal route planning solution.

RouteIQ
 
Thrive

Complete loyalty and affiliate management platform.

Thrive
 
Voice

Cloud Contact Center Software for businesses.

Voice
 
Suites
CRM Plus

Unified platform to deliver top-notch customer experience.

CRM Plus

Marketing

 
Social

All-in-one social media management software.

Social
 
Campaigns

Create, send, and track targeted email campaigns that drive sales.

Campaigns
 
Forms

Build online forms for every business need.

Forms
 
Survey

Design surveys to reach and interact with your audience.

Survey
 
Sites

Online website builder with extensive customisation options.

Sites
 
PageSense

Website conversion optimization and personalisation platform.

PageSense
 
Backstage

End-to-end event management software.

Backstage
 
Webinar

Webinar platform for webcasting online webinars.

Webinar
 
Marketing Automation

All-in-one marketing automation software.

Marketing Automation
 
LandingPage

Smart landing page builder to increase conversion rates

LandingPage
 
Publish

Manage all your local business listings on a single platform.

Publish
 
SalesIQ

Live chat app to engage and convert website visitors.

SalesIQ
 
Sign

Digital signature app for businesses.

Sign
 
Thrive

Complete loyalty and affiliate management platform.

Thrive
 
Voice

Cloud Contact Center Software for businesses.

Voice
 
NEW
LeadChain

Sync, manage, and convert leads across channels seamlessly.

LeadChain
 
NEW
CommunitySpaces

Online community platform for individuals and businesses to grow their network and brand.

CommunitySpaces
 
Suites
Marketing Plus

Unified marketing platform for marketing teams.

Marketing Plus

Commerce and POS

 
Commerce

eCommerce platform to manage and market your online store.

Commerce

Service

 
Desk

Helpdesk software to deliver great customer support.

Desk
 
Assist

Remote support and unattended remote access software.

Assist
 
Lens

Interactive remote assistance software with augmented reality.

Lens
 
FSM

End-to-end field service management platform for service businesses.

FSM
 
SalesIQ

Live chat app to engage and convert website visitors.

SalesIQ
 
Voice

Cloud Contact Center Software for businesses.

Voice
 
Solo

The all-in-one toolkit for solopreneurs.

Solo
 
Bookings

Appointment scheduling app for consultations with customers.

Bookings
 
Suites
Service Plus

Unified platform for customer service and support teams.

Service Plus

Finance

 
Books

Powerful accounting platform for growing businesses.

Books
 
FREE
Invoice

100% Free invoicing solution.

Invoice
 
Expense

Effortless expense reporting platform.

Expense
 
Inventory

Powerful stock management and inventory control software.

Inventory
 
Billing

End-to-end billing solution for your business.

Billing
 
Checkout

Collect payments online with custom branded pages.

Checkout
 
NEW
Payroll

Payroll software with automated tax payments and filing.

Payroll
 
Solo

The all-in-one toolkit for solopreneurs.

Solo
 
Practice

Practice management software for accounting firms.

Practice
 
Sign

Digital signature app for businesses.

Sign
 
Commerce

eCommerce platform to manage and market your online store.

Commerce
 
Suites
Finance Plus

All-in-one suite to manage your operations and finances.

Finance Plus

Email and Collaboration

 
Mail

Secure email service for teams of all sizes.

Mail
 
Meeting

Online meeting software for all your video conferencing & webinar needs.

Meeting
 
Writer

Word processor for focused writing and discussions.

Writer
 
Sheet

Spreadsheet software for collaborative teams.

Sheet
 
Show

Create, edit, and share slides with a sleek presentation app.

Show
 
Notebook

Beautiful home for all your notes.

Notebook
 
Cliq

Stay in touch with teams no matter where you are.

Cliq
 
Connect

Employee experience platform to communicate, engage, and build positive employee relations.

Connect
 
Bookings

Appointment scheduling app for consultations with customers.

Bookings
 
TeamInbox

Shared inboxes for teams.

TeamInbox
 
WorkDrive

Online file management for teams.

WorkDrive
 
Sign

Digital signature app for businesses.

Sign
 
Office Suite

Powerful collaborative work platform for teams.

Office Suite
 
Office Integrator

Built in document editors for web apps.

Office Integrator
 
ZeptoMail

Secure and reliable transactional email sending service.

ZeptoMail
 
Calendar

Online business calendar to manage events and schedule appointments.

Calendar
 
Learn

Knowledge and learning management platform.

Learn
 
Voice

Cloud Contact Center Software for businesses.

Voice
 
ToDo

Collaborative task management for individuals and teams.

ToDo
 
Tables

Work management tool to connect people, processes, and information.

Tables
 
FREE
PDF Editor

Collaborative online PDF editing tool.

PDF Editor
 
Suites
Workplace

Application suite built to improve team productivity and collaboration.

Workplace

Human Resources

 
People

Organize, automate, and simplify your HR processes.

People
 
Recruit

Intuitive recruiting platform built to provide hiring solutions.

Recruit
 
Expense

Effortless expense reporting platform.

Expense
 
Workerly

Manage temporary staffing with an employee scheduling solution.

Workerly
 
NEW
Payroll

Payroll software with automated tax payments and filing.

Payroll
 
Shifts

Employee scheduling and time tracking app.

Shifts
 
Sign

Digital signature app for businesses.

Sign
 
Suites
People Plus

Comprehensive HR platform for seamless employee experiences.

People Plus

Security and IT Management

 
Creator

Build custom apps to simplify business processes.

Creator
 
Directory

Workforce identity and access management solution for cloud businesses.

Directory
 
FREE
OneAuth

Secure multi-factor authenticator (MFA) for all your online accounts.

OneAuth
 
Vault

Online password manager for teams.

Vault
 
Catalyst

Pro-code platform to build and deploy your apps.

Catalyst
 
Toolkit

Complete resource for any admin-related lookup queries.

Toolkit
 
Lens

Interactive remote assistance software with augmented reality.

Lens
 
Assist

Remote support and unattended remote access software.

Assist
 
QEngine

Test automation software to build, manage, execute, and report testcases.

QEngine
 
NEW
RPA

Automate manual, tedious, and repetitive tasks easily.

RPA

BI and Analytics

 
Analytics

Modern self-service BI and analytics platform.

Analytics
 
Embedded BI

Embedded analytics and white label BI solutions, tailored for your needs.

Embedded BI
 
DataPrep

AI-powered data preparation service for your data-driven organization.

DataPrep
 
NEW
IoT

Harnessing IoT analytics for real-time operational intelligence.

IoT

Project Management

 
Projects

Manage, track, and collaborate on projects with teams.

Projects
 
Sprints

Planning and tracking tool for scrum teams.

Sprints
 
BugTracker

Automatic bug tracking software for managing bugs.

BugTracker
 
Solo

The all-in-one toolkit for solopreneurs.

Solo

Developer Platforms

 
Creator

Build custom apps to simplify business processes.

Creator
 
Flow

Automate business workflows by creating smart integrations.

Flow
 
Catalyst

Pro-code platform to build and deploy your apps.

Catalyst
 
Office Integrator

Built in document editors for web apps.

Office Integrator
 
ZeptoMail

Secure and reliable transactional email sending service.

ZeptoMail
 
QEngine

Test automation software to build, manage, execute, and report testcases.

QEngine
 
Tables

Work management tool to connect people, processes, and information.

Tables
 
NEW
RPA

Automate manual, tedious, and repetitive tasks easily.

RPA
 
NEW
Apptics

Application analytics for all apps.

Apptics
 
Embedded BI

Embedded analytics and white label BI solutions, tailored for your needs.

Embedded BI
 
NEW
IoT

Build, deploy, and scale IoT solutions for connected businesses.

IoT
 
DataPrep

AI-powered data preparation service for your data-driven organization.

DataPrep

IoT

 
NEW
IoT

Low-code IoT platform and solutions for connected businesses.

IoT

Search Result

 
CRM Plus

Unified platform to deliver top-notch customer experience.

Try now
CRM Plus
 
Service Plus

Unified platform for customer service and support teams.

Try now
Service Plus
 
Finance Plus

All-in-one suite to manage your operations and finances.

Try now
Finance Plus
 
People Plus

Comprehensive HR platform for seamless employee experiences.

Try now
People Plus
 
Workplace

Application suite built to improve team productivity and collaboration.

Try now
Workplace
 
Marketing Plus

Unified marketing platform for marketing teams.

Try now
Marketing Plus
 
All-in-one suite

Zoho One

The Operating System for Business

Run your entire business on Zoho with our unified cloud software, designed to help you break down silos between departments and increase organizational efficiency.

TRY ZOHO ONE
Zoho One
Zoho Marketplace

With over 2000 ready-to-use extensions across 40+ categories, connect your favorite business tools with the Zoho products you already use.

EXPLORE MARKETPLACE
Marketplace
Skip to main content
Zoho crm

Sales performance management

The performance of your sales team directly impacts how you do as a business. Sales performance management is the process of streamlining and automating your sales processes. The goal? To make those processes more efficient through managing quotas, territory planning, gamification and advanced analytics.

Sign Up For Free

A fleeting force at the center of your business

Sales is one of the most challenging, yet rewarding, professions out there. It attracts highly driven individuals who welcome every challenge thrown at them. Salespeople thrive in the pressure of that this profession often comes with. It's these people who form one of the most important units in your business: your sales team.

Despite being one of the most rewarding professions, sales jobs also have one of the highest turnovers, with an average rate of 35%. That's a significantly higher percentage than the average of all the other industries, at 13%.

Graph animation

The key to retaining your sales team

Every job has a learning curve. Even for someone who has spent years mastering a profession, there's always something new to learn, or a way to improve an existing skill set. The same logic applies to your sales team. If you help newer sales reps learn the skills they need to excel at their job and achieve their goals, they'll have higher levels of job satisfaction. In turn, this also helps your business retain skilled sales reps for longer tenures.

How to help your sales team achieve more

The key to a successful sales team is having a solid sales performance management process in place. Defined goals for individual sales reps that are built around the long term objectives of your business will set your sales reps up for success. It's the best way to ensure that sales reps learn, excel, and help your business, as well as feel valued for their contributions.

Here are some ways in which a good sales performance management strategy can help you:

Optimize your
pre-sales process

The quality of leads that your pre-sales team passes on to your sales can greatly affect the outcome of a deal. Make sure you have a well defined lead generation and qualification strategy in place. A good strategy will both educate prospects and help your presales team identify pain points to pass onto your sales team to address.

Understand your
sales funnel

Analyze your sales cycles and anticipate when prospects are ready to move to the next stage of the funnel. Use your sales data to predict this and take the necessary steps to help move the prospect along if they stagnate at a particular stage for too long.

Use the right tools

A robust sales performance management tool can help sales leaders in forecasting, planning quotas, calculating incentives, and providing detailed analytics to help your sales team perform better.

Be value-centric

Customers tend to connect with a business that provides a solution to their problem, rather than a sales pitch. Your processes should support your sales reps in creating and offering value to their customers by understanding their issues and proposing solutions.

The impact of implementing a
sales performance management

A sales performance management tool is a feedback mechanism to keep your sales team
functioning at their best, for both the short and long term goals of your business.

Your sales reps will be able to see:

  • A defined quota that they are expected to achieve
  • A complete view of their pipeline
  • How closed deals impact their overall compensation

It can help sales managers to:

  • Generate sales forecasts
  • Set realistic goals for their sales team
  • Create territories to manage prospects effectively

What to look for in a sales
performance management tool

There are specialized tools designed specifically for sales performance management. But the best choice would be to look for a CRM with built-in SPM capabilities, as this is where your sales team will be spending most of their time. This ensures that all the information your sales reps and managers need is available in one location, with the necessary context.

Let's explore the features you should be looking for:

  • Quotas
  • Sales Processes
  • Territories
  • Journeys
  • Recommendations
  • Gamification
  • Prediction
  • Analytics

Plan and manage your quotas

The importance of setting realistic sales goals becomes all the more important when you realize that only 23% of salespeople made their quota in 2019. Your sales manager needs to be able to track how a region, product, or team is performing by creating forecasts based on territories or hierarchies.

Based on those forecasts, different quotas can be set for different teams and individuals. That way, you know that the vision of the senior executives aligns with the reality of the sales team.

Learn more about forecasting and quota management Define and manage quotas in Zoho CRM

Build scalable and repeatable sales

Highly productive sales processes should be repeated. With features like Blueprint, you can gently guide users through what actions should be taken at what time, and ask them the right questions at the right time. Now, you can make your process repeatable for new hires, as well as long-time salespeople. This allows you to scale your process as your sales team grows and ensure they give the same level of attention to your prospects and customers.

Learn more about process management Build successful and scalable sales process for your team with Zoho CRM

Design the right territory structure

Demarcating territories and assigning the right sales reps to those territories is essential to a successful sales team.The territories can be customers segmented by factors like geographies, products, industry, expected revenue, or something else. Segmenting your customers helps your sales force to maximize sales opportunities, establish strong relationships, and drive revenue.

Learn more about territory management
Manage your sales territories effectively with Zoho CRM Manage your sales territories2 effectively with Zoho CRM Manage your sales territories3 effectively with Zoho CRM

Build end-to-end customer journeys

The experience a prospect has directly impacts how easy or hard it is for your sales rep to convert them into paying customers. CommandCenter helps you provide and keep track of thousands of such personal journeys, without compromising your brand experience. A great brand experience leads to a happy prospect, which makes it easier for a sales rep to close the deal.

Lear more about CommandCenter

Augment sales efforts with
recommendations

The key to maximizing sales opportunities is finding the right product or service (or a combination of both) to recommend to customers. It's hard to do this manually, but with AI, your sales reps can make stronger and more accurate recommendations to the customers who need them. By analyzing information about past customers, Zoho CRM can suggest the right products and bundles to recommend to customers and capitalize on every cross-sell and up-sell opportunity.

Learn more about recommendations
Improve sales with the right recommendations in Zoho CRM Improve sales with the right recommendations1 in Zoho CRM

A friendly competition to motivate
your sales team

Sales reps are competitive by nature–they yearn to convert the most prospects and they revel in closing the biggest deals. So why not turn this drive into some fun competition? Sales reps get badges and trophies for converting the most leads, following up quickly, or closing the most deals. Gamification lets your business turn routine activities into a fun competition for your sales team and helps build a livelier workplace.

Learn more about Gamescope
Leverage gamification to improve the performance of your sales team with Zoho CRM

Predict prospects and deals your
sales team needs to focus on

The performance of your sales team and your revenue is tied to the prospects and deals your reps work on. Trying to chase everything simultaneously will hurt both their commission and your bottom line. With AI and machine learning, the pattern behind every win and loss can be identified. The CRM uses those patterns to assign a probability score to each prospect or deal. This helps sales reps focus on the prospects with a higher probability of converting and spend less time chasing deals that may never close.

Learn more about predictions
Prioritize follow ups with prediction scores in Zoho CRM

Convert numbers into insight

Sales managers need accurate numbers to make good business decisions. Information like the status of the pipeline, the price and discounts of products, where reps stand with respect to their quotas, and various other KPIs must be available. By analyzing this data, sales leaders can take corrective measures to improve other metrics, like sales cycles, deals closed, average deal size, and more.

Learn more about analytics Get insights into the performance of your sales team with Zoho CRM

Bring out the best in your sales team

Sign Up For Free

Can't find what
you're looking for?

Let us know what you need - we're happy to help!

REQUEST A CALLBACK
CRM popup character Image