Sales Performance Management

  • Source: The Economist
  • Written By:
  • Published:
  • (Originally Published On:) )
A productive sales force must concentrate on acquiring, growing, and retaining profitable relationships with its clients. This requires clear, detailed views of prospects, customers, and the market—and the ability to turn insight into action. The right sales force automation (SFA) system can help you determine priorities and action plans to achieve the best results with your customers—and boost your profit margins.

Featured Software Research:

Putting the "I" in CRM Series 1: The Impact to the Sales Team

Customer relationship management (CRM) has long been seen as a must-have sales tool. However, much of the value of traditional CRM accrues to managers, not the reps that use them daily. Learn how CRM designed for the individual benefits the entire sales organization from increased data quality to more predictable revenue pipelines. Read More

Bringing Order to the Overwhelming Task of Territory Management and Crediting

  • Source: IBM
  • Written By:
  • Published:
Territory management and crediting are an integral part of every sales compensation program. Download this paper to understand how you can get clarity, transparency, and consistency around territory management and sales crediting. Read this white paper to learn about:

  • The ongoing management challenges you face in complex selling environments;
  • Areas for operational improvement, and;
  • The benefits you can expect from a purpose-built solution to manage territories... Read More

You may also be interested in these related documents:

Sales Performance Management: Maximize Profits with Comprehensive Sales Processes

  • Source: SAP
  • Written By:
  • Published:
In a productive sales force, salespeople concentrate on acquiring, growing, and retaining profitable relationships within their account bases. To achieve this level of sales efficiency, you need a sales force automation (SFA) system that manages pipeline performance and territory alignment, and analyzes customer relationship management (CRM) data. Learn how a SFA solution can help you sales force excel. Read More

Unified Performance Management: The Key to Successful Performance Management

  • Source: Ventana Research
  • Written By:
  • Published:
Managing performance requires that business and IT, working collaboratively, develop a vision of how to integrate information and technology to improve the performance of the organization’s people and processes, and then act on that vision. Using common performance management (PM) tools and systems—designed to ensure the effective use of consistent information—is critical to the success of the business. Find out why. Read More

Improving Sales Pipeline Performance through Enhanced Visibility: Leveraging Analytics to Focus on the Right Opportunities

  • Source: SAP
  • Written By:
  • Published:
The consequences of fleeting customer attention—as companies with complex sales cycles know only too well—include lengthening sales cycles, stalled opportunities, and quarters that bring unpleasant surprises. The easy answer is to spend more time with your customers. But a better answer is having more comprehensive visibility into the sales pipeline and a complete understanding of the end-to-end sales process. Learn more. Read More
 
comments powered by Disqus