The Rise of People Analytics: A New Frontier in Field Sales Team Performance Management

As businesses become more data-driven, people analytics, applying employee data to improve decisions, is expanding beyond hiring and retention into performance management for field sales teams. TrackOlap founder and CEO Udit Agarwal explains that field sales performance has historically relied on top-down reporting and subjective evaluations, leaving room for bias and overlooked insight.

As mobile technologies and CRM systems become more widespread, organizations can capture data from sales activities, client visits and engagement levels, offering a clearer picture of what top performers do differently. This shift moves performance management away from subjective judgment calls and toward measurable, evidence-backed target management that can be replicated across the wider team.

By- CIO&Leader