I am happy to share some insights from our latest Value Index research, which rates how well vendors’ offerings meet buyers’ requirements in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI and vendor validation). The Ventana Research Value Index: Sales Performance Management 2019 is the distillation of a year of market and product research efforts by Ventana Research. Drawing on our benchmark research and expertise, this research-based index is the first such evaluation to assess the full business value of sales performance management software. You can learn more about our Value Index as an effective vendor selection and RFI/RFP tool here and participating vendors can learn more about how to use the Value Index here.
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Topics:
Sales,
Customer Experience,
Office of Finance,
Analytics,
Contact Center,
Data,
Sales Performance Management,
Financial Performance Management,
Digital Technology,
Digital Commerce,
Predictive Planning,
Conversational Computing,
AI and Machine Learning,
collaborative computing,
mobile computing,
Subscription Management,
agent management,
intelligent sales
Customer analytics have never been more important, but effectively creating and managing them is not easy. The data that’s required to achieve visibility into all customer activity involves many applications and systems and it’s a challenge to ensure the data used is accurate and consistent. Even once data is assembled, organizations often struggle to apply analytics to create the metrics that best represent an understanding of the past and, more importantly, the path to the future.
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Topics:
Customer Experience,
Voice of the Customer,
embedded analytics,
Analytics,
Business Intelligence,
Collaboration,
Data Governance,
Data Preparation,
Information Management,
Contact Center,
Data,
Digital Technology,
Digital Commerce,
blockchain,
natural language processing,
data lakes,
Intelligent CX,
Conversational Computing,
AI and Machine Learning,
collaborative computing,
Subscription Management,
agent management,
extended reality
Ensuring that the sales organization contributes as fully as possible to the success of the organization — to revenue, growth, profitability and the overall customer experience — requires not only dedication but effective strategy and planning. A well-developed strategy and plan to utilize current and future sales talent is essential for the best possible sales performance. To carry out this mission, organizations need a set of coordinated sales-related activities, processes and systems that enable the sales organization, from leadership and operations to the manager and sellers, to operate in a coordinated and collaborative manner. We call this sales performance management.
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Topics:
Sales,
Customer Experience,
Office of Finance,
Analytics,
Contact Center,
Data,
Sales Performance Management,
Financial Performance Management,
Digital Technology,
Digital Commerce,
Predictive Planning,
Conversational Computing,
AI and Machine Learning,
collaborative computing,
mobile computing,
Subscription Management,
agent management,
intelligent sales
Today’s intense competition requires that companies know as much as they can about their customers in order to anticipate their needs and deliver a superior customer experience. However, many organizations struggle to do this well. Implementing initiatives to improve customer value across any department or process involving customers requires both in-depth visibility into current operations and excellent metrics.
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Topics:
Customer Experience,
Voice of the Customer,
business intelligence,
embedded analytics,
Analytics,
Collaboration,
Data Governance,
Data Preparation,
Information Management,
Internet of Things,
Contact Center,
Data,
Digital Technology,
Digital Commerce,
blockchain,
natural language processing,
data lakes,
Intelligent CX,
Conversational Computing,
AI and Machine Learning,
collaborative computing,
mobile computing,
Subscription Management,
agent management,
extended reality
Managing sales processes and resources without careful planning is a recipe for failure. Effectiveness in sales starts with planning that involves the full range of stakeholders. This planning should involve a systematic process, incorporate all relevant information and be supported by capable software designed for this purpose. Furthermore, everyone who participates in sales-related activities, including those dealing with quotas, territories and resources, should be providing input for the planning. Without broad participation the likelihood of less-than-optimal planning increases and anyone who is excluded may not fully buy into the plan and its execution.
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Topics:
Sales,
Product Information Management,
Sales Performance Management,
Digital Commerce,
Subscription Management,
intelligent sales
Having effective analytics enables businesses to understand far better than ever before the data they’re collecting, and to do so in greater volumes and more forms. These new capabilities are especially relevant to sales organizations. When applied to sales data, analytics can help sales teams achieve quotas and forecast more consistently, as well as understand the impacts of incentives and maximize the potential of territories, all of which help improve sales performance. These benefits provide the foundation for a business case to adopt analytics tools that generate information to guide actions and decision-making for sales organizations.
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Topics:
Customer Experience,
Voice of the Customer,
embedded analytics,
Analytics,
Business Intelligence,
Collaboration,
Data Governance,
Data Preparation,
Internet of Things,
Contact Center,
Data,
Information Management (IM),
Digital Technology,
Digital Commerce,
blockchain,
natural language processing,
data lakes,
Intelligent CX,
AI and Machine Learning,
Subscription Management,
agent management
