One of the oddities of corporate management is that, as a rule, nobody oversees managing profitability. CEOs are accountable for meeting company-wide financial targets and assign responsibility for achieving profitability levels to business unit owners across and down an organization. Sales quotas designed to achieve revenue goals are put in place, and budget owners have cost and margin objectives. But setting profitability objectives is not the same as managing profitability.
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Topics: Office of Finance, Sales Performance Management (SPM), Financial Performance Management, Price and Revenue Management, Digital Commerce, Predictive Planning, subscription management
The Art and Science of Sales from the “Inside Out"
Posted by
Stephen Hurrell on Nov 25, 2020 3:00:00 AM
Although historically there has been a hard divide between what are colloquially called “Inside and Field Sales,” changes over the last 10 years have narrowed the distinction. The pandemic has only accelerated the path to unifying sales activities commonly performed to engage buyers and customers. Characterized by a very disciplined and controlled endeavor, inside sales teams have been heavier users of technology. This has enabled more productive engagement including emails and calls, as well as provided techniques such as gamification to set competitive internal dynamics that help motivate sales professionals.
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Topics: Sales, embedded analytics, Analytics, Business Intelligence, Collaboration, Internet of Things, Sales Performance Management (SPM), natural language processing, AI and Machine Learning, intelligent sales, sales enablement
Molecula Earns Ventana Research 13th Digital Innovation Award for Data
Posted by
Mark Smith on Nov 20, 2020 4:00:00 AM
The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the performance of an organization. Our goal is to recognize technology and vendors that have introduced noteworthy digital innovations that advance business and IT.
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Topics: Analytics, Collaboration, Data Governance, Data Lake, Data Preparation, IOT, Data, Information Management (IM), Digital Technology, blockchain, Conversational Computing, AI and Machine Learning, collaborative computing, mobile computing, extended reality
Creating Mutual and Lasting Value with Total Compensation Management
Posted by
Steve Goldberg on Nov 20, 2020 3:00:00 AM
Determining and providing the appropriate compensation for each person — whether it involves base pay, variable pay such as commissions or bonuses or longer-term incentives in the form of cash or equity or other rewards — is critical to being able to attract and retain productive members of the workforce, whether full- or part-time employees, contingent workers or contractors. The complexities of compensation often prove to be a core challenge for human resources departments as they strive to keep the organization productive, satisfied and motivated while ensuring equitable and defensible pay practices across the entire workforce. In today’s age where workers can get an online crowdsourced compensation benchmark for their role, managers and HR must be prepared to respond to comparison questions.
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Topics: Analytics, AI and Machine Learning, collaborative computing, total rewards management
ShipChain Earns our 13th Digital Innovation Award for Operations and Supply Chain
Posted by
Mark Smith on Nov 17, 2020 2:00:00 AM
The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the performance of an organization. Our goal is to recognize technology and vendors that have introduced noteworthy digital innovations that advance business and IT.
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Topics: Continuous Planning, Data, Digital Technology, Operations & Supply Chain, Enterprise Resource Planning, blockchain, continuous supply chain
