Developing a Smarter Sales Organization
Learn from the companies with best-in-class sales performance
In his article published in CRM Buyer Andrew Boyd, SVP for the Aberdeen Group, writes about the multiple challenges facing sales management amidst a hostile selling environment. Says Boyd, “Deals stuck in the pipeline, frequently missed sales ‘commits’, sales people not hitting quota, and high sales employee turnover are just a few of the issues that the beleaguered sales managers must tackle day in and day out.”
Aberdeen research studies indicate that companies with best-in-class sales performance invest in improving sales knowledge of products and customers, as well as in deploying formal well-documented sales processes.
Progressive organizations have or are planning to deploy sales compensation management systems as a key enabler of sales effectiveness. According to Boyd, “forward-looking organizations have or are already planning investments in sales incentive and compensation management systems (74 percent).”
The author concludes by urging readers to follow the example set by best-in-class companies and discontinue the use of spreadsheets and shadow accounting, integrate sales processes into the back office and invest in formal methodologies.
As the leading on-demand sales performance management solution, Compel automates and streamlines sales compensation management enforcing process controls and eliminating manual, error-prone procedures typical of spreadsheet-based systems.
To learn more about how Compel can help you achieve best-in-class sales performance, follow the links below.
