Drive Sales Performance With Unified KPIs

How does a company standardize goal-setting and performance measurement for a fast-growing, global sales force? Penske Truck Leasing needed to achieve this quickly — so it turned to Forrester for help. In this video, VP of Sales Performance Phillip Feger explains how Forrester helped the Penske team establish a companywide quota strategy and meaningful KPIs for gauging sales performance. Being able to quickly deploy knowledge and best practices through the Forrester partnership has been critical for aligning dispersed sales teams and setting expectations.

The co-partnership with Forrester to help us get to an organization-wide, accepted quota has been absolutely critical. For 50 years, we did not have a universally accepted quota philosophy; we had different goals set for different regions and markets.

Phillip Feger
VP, Sales Performance, Penske Truck Leasing