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Many organizations use spreadsheets or in-house solutions to plan, design and manage the business processes aligned with Sales Performance Management (SPM) and Incentive Compensation Management (ICM).
Sales Performance Management (SPM) comprise of three key business processes including Sales Territory Management, Sales Quota Management and Incentive Compensation Management. Each of these business processes requires in-depth analysis and reporting to properly assess the performance and health of the sales organization and each individual sales person.
Organizations that invest in best practices, automated business processes, and SPM / ICM technology are able to make better decisions based on ‘Smarter Business Analytics
’ which in turn drives revenue and reduces overall commission spend. Sales organizations are able to make smarter decisions and adjust sales strategies from trustful and accurate outcomes from analytical reports.
Do you know which sales territories are in jeopardy of missing quota? Do your sales representatives have centralize access to their commission earnings? Can you determine which products are most successfully selling in which region by which sales representatives? Are you compensation plans aligned to your sales strategies? There are many important decisions that need to be made and you need to make ‘smart business decisions’.
By implementing the best practices, automating business processes and adopting SPM / ICM technology, sales operations and compensation teams are able to track, monitor and adjust their sales territory coverage model, manage target quota allocation through to actual achievement, drive revenue and reduce the associated cost of compensation spend. Sales operations and compensation teams are able to makes ‘smarter business decisions’ to the difficult questions.
Join Kevin Gray, Product Marketing Manager from Varicent, an IBM Company
to learn how best practices, automated business processes, and SPM technology can help your organization achieve smarter analytics in sales territory, sales quota, and incentive compensation management.