Sales Performance Management (SPM)

Sales Forecasting		Product Profitability		Territory Management		Sales Compensation Management

Driving profitable sales is the primary goal for many executives. The challenge is increasing sales effectiveness to coax greater revenue from one's sales forces.

Do these business challenges sound familiar?

• Inability to plan and model effectively - planning sales quotas, forecasting incentive spend, and modeling territories on disparate multiple spreadsheets, often with out-of-date information
• Inability to collaborate across teams, channels and groups
• Changing systems to reflect new sales initiatives - multiple systems that are inflexible and costly to change, meaning sales incentives are misaligned with corporate initiatives
• Inability to align sales with corporate initiatives - employees and the distribution channels do not have a clear understanding of how they are being measured, which means sales days will be lost due to shadow accounting and finance will spend too much time handling disputes
• Inability to analyze performance and make mid-course corrections - without analytical tools, your company can't identify opportunities, make timely mid-course corrections or pre-empt financial surprises

Sales Performance Management Offers Several Business Benefits

• Better sales targeting through a better understanding of market trends and better targeting of sales across territories.
• More timely and realistic quota setting with reduced risk of attainment shortfalls, or un-forecasted sales incentive exposure.
• Reduced sales turnover and improved productivity by allocating sales opportunities more fairly.
• Compelling, timely, and measurable sales incentive plans that successfully influence sales behavior.
• Improved agility in understanding market drivers and the ability to make mid-course corrections.
• Better management of sales resources to ensure to target higher revenue generating activities cost effectively.
• More sales satisfaction through faster deployment of sales plans, more equitable territories and quotas, and improved confidence in sales compensation.
• Reduced turnover, improved resource allocations, better sales effectiveness.

Read more about PROPHIX Sales Performance Management:

• Sales Forecasting
• Product Profitability
• Territory Management
• Sales Compensation Management