Ventana Research Analyst Perspectives

Managing Sales Compensation Requires Commitment

Posted by Ventana Research on Jan 21, 2015 9:17:18 AM

Sales organizations are under constant pressure to maximize their potential. To accomplish this they need to integrate their people and processes with those of the finance and operations groups and have access to all available information and useful technology. This is particularly true in the area of sales compensation, which when managed properly recognizes accomplishments, rewards success and motivates people. However, we find that few sales organizations take a comprehensive approach to sales compensation management.

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Topics: commission, Financial Performance, Operational Performance, Sales, Sales Compensation, Sales Operations, Sales Performance

The Sales Forecast Requires Commitment not Status Quo

Posted by Mark Smith on Feb 27, 2014 8:03:39 AM

In today’s highly competitive sales environment, where success depends on meeting the specific needs of buyers, an accurate and timely sales forecast is a critical tool for optimizing business outcomes. I discussed this as part of our 2014 research agenda for sales, noting that linking the forecast to commissions, quotas and territories is a requirement for success. We recently completed new benchmark research on sales forecasting to ascertain the state of the processes and technology sales organizations use. This research continues to find less than adequate efforts by organizations to improve their sales forecasting process and insufficient information about the full revenue potential from accounts and customers.

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Topics: Business Analytics, Business Collaboration, Business Intelligence, Business Performance, Cloud Computing, Customer & Contact Center, Financial Performance, Information Applications, Information Management, Operational Performance, Sales, Sales Forecasting, Sales Operations, Sales Performance, SFA, Supply Chain Performance

Xactly Helps Sales Go Mobile and Get Smarter with Incent 8

Posted by Mark Smith on May 24, 2012 9:46:15 AM

Businesses aim to make their sales function as productive as possible, but they don’t always support that goal with investment in technology. I recently wrote about sales needing a swift technology kick. Sales application vendor Xactly provides a boot with the release of Xactly Incent 8 and will make parts of the application suite available from the Apple App Store for the iPad in the coming weeks.

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Topics: Compensation, CRM, Mobile, Sales, Sales Operations, Sales Performance Management, SFA, Uncategorized

Excentive Provides a Simpler Path to Total Compensation Management

Posted by Mark Smith on Sep 30, 2011 2:26:14 AM

Retaining talent and managing financials related to compensation should be a top priority for the HR and finance functions of companies, and many of them realize this. In our recent benchmark research in total compensation management, 72 percent of participants said it’s important or very important to have a compensation system aligned to their processes. One newer provider to the market, Excentive, started in 2002 in Europe and expanded globally in 2009. Its Excentive Compensation Cockpit supplies more than just a managerial view of compensation; it’s a total compensation management application that enables users to design and model compensation across an entire workforce or for the specific needs of the sales and service lines of business.

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Topics: Business Analytics, Business Collaboration, Business Mobility, Business Performance, Cloud Computing, Compensation, Excentive, Financial Performance, Human Capital Management, Operational Performance, Performance Management, Sales Compensation, Sales Operations, Sales Performance, Talent Management, Workforce Analytics, Workforce Performance

Varicent Improves Sales Operations Efficiency

Posted by Mark Smith on Aug 31, 2011 9:57:21 AM

Sales organizations strive to maximize the performance of their staffs to meet quotas and revenue targets in an efficient manner. This focus is part of my agenda to help organizations innovate and maximize revenue in sales. To achieve this requires automation of various sales activities including compensation, incentives, quota development, territory optimization, channel management, analytics and planning. Varicent is focused on these aspects of sales, offering software deployable in three ways: rented in the cloud, hosted for easier management or purchased for use inside the organization. My last analysis of the company and its products was part of our 2011 Value Index for Sales Performance Management; in it we rated Varicent a Hot Vendor overall across our seven evaluation categories applied to its application suite. That analysis included our analysis of Varicent SPM version 7 that made significant advances in the use and process of managing compensation and incentives but also the rest of their application portfolio from territory management, sales quota management and channel management. 

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Topics: Business Analytics, Business Collaboration, Business Mobility, Business Performance, CFO, Cloud Computing, CMO, CRM, Customer & Contact Center, Financial Performance, Marketing, Operational Performance, Revenue Performance, Sales, Sales Force Automation, Sales Operations, Sales Performance, Sales Performance Management, SFA, Social Media, Varicent, Workforce Performance