Ventana Research Analyst Perspectives

The Business of Sales Research Agenda for 2012

Posted by Mark Smith on Mar 6, 2012 10:28:24 PM

Investing wisely in sales-related people and processes is a key to business success. In 2012, helping sales staff perform at their highest levels should be a top priority for management. That may take some effort, according to our benchmark research, which indicates that only 14 percent of sales organizations operate at the highest level of innovation and competitiveness. In recent years, most organizations merely discussed moving beyond using only their sales force automation application and Microsoft Office for improving sales efficiency. Now sales organizations can move beyond systems that were designed decades ago, thanks to the availability of a broad range of applications to support sales activities and processes. In fact dozens of new types of sales applications are available to help sales focus on selling, which creates another issue. Where should sales organizations focus their limited resources and budgets?

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Topics: Big Data, Mobile, Planning, Sales, Sales Performance, Social Media, assets, Learning, Office of Finance, Performance, Reporting, Sales Compensation, Sales Force Automation, Operational Performance, Analytics, Business Analytics, Business Collaboration, Business Mobility, Business Performance, Cloud Computing, Collaboration, Customer & Contact Center, Financial Performance, Workforce Performance, channel, coaching, commission, CRM, Sales Performance Management, SFA

Zyme Solutions Tackles Channel Data Challenge

Posted by Ventana Research on May 4, 2011 7:49:25 AM

Companies (especially in high technology) that sell through an indirect channel face a difficult challenge because global sales channels are complex, fragmented and changeable, with different business practices and customs than direct channels. Keeping track of which products have sold in and sold through which partners can be a difficult task. Unless a company is working with only a handful of channel partners, just collecting the data is time-consuming. Not only is the data complex, much of it is taken from disparate IT systems of individual channel partners. They report their data at different times and in different ways using a mishmash of data structures, aggregations and nomenclature, so companies have to go through a data-cleansing step to acquire a consistent data set with which to work. Yet having accurate, detailed and timely data is important to both the day-to-day and strategic management of a corporation. Without that, it’s hard to manage customer and partner relationships effectively and have a timely, accurate view of aggregate indirect channel sales and inventory positions.

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Topics: Sales, Sales Performance, Salesforce.com, Human Capital Management, Zyme Solutions, Operational Performance, Business Analytics, Business Collaboration, Financial Performance, Governance, Risk & Compliance (GRC), channel, CRM