Mark Smith's Analyst Perspectives

The Challenge for Sales in 2014: Stepping Beyond Conventional Wisdom

Posted by Mark Smith on Jan 31, 2014 8:46:26 AM

It should be no surprise for those who work in sales that increasing outcomes collectively is not always easy. Sales teams and individuals work under pressure to perform at high levels, selling more than they did in the previous period or more than the person who previously had responsibility for a territory. Today’s economic and competitive environments demand that everyone work not just faster but smarter in their sales efforts. To excel in this environment requires not just wise use of time but prioritization of the activities and tasks that contribute to achieving the quota and forecast. In the past, sales organizations often resisted adopting new technology, but it’s time for them to realize that tools are available to facilitate better sales performance. As I outlined in the overview of our business and technology research agenda for this year, the sales department has a ripe opportunity to get smarter in how it operates. This is the essential point of our research practice in sales applications and technology: Our methodical benchmark research examines applications and technology best practices and benefits for sales organizations, and we assess the vendors and products in this market through our Value Index ratings. We will start 2014 with the latest release of our Value Index on Sales Performance Management, which will help sales management evaluate products to assist in improving performance of the organization.

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Topics: Big Data, Sales, Social Media, forecasting, Operational Performance Management (OPM), Business Analytics, Business Collaboration, Governance, Risk & Compliance (GRC), Business Performance Management (BPM), Compensation, Customer Performance Management (CPM), Sales Performance Management, Sales Performance Management (SPM), SFA

Tidemark Leads New Wave of Innovation in Planning and Performance Excellence

Posted by Mark Smith on Mar 29, 2013 11:36:35 AM

Organizations succeed through continuous planning to achieve high levels of performance. For most organizations planning is not an easy process to conduct. Planning software is typically designed for only a few people in the process, such as analysts, or organizations might use spreadsheets, which are not designed for business planning across an organization. Most technologies only allow you to examine the past and not plan for the future. For decades organizations have tried to focus planning on driving better results through higher participation, but they have usually failed, as technology has not advanced enough to support this business need.

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Topics: Big Data, forecasting, Mobile Technology, Operational Performance Management (OPM), Operations, Business Analytics, Business Collaboration, Cloud Computing, Cloudera, Governance, Risk & Compliance (GRC), Box.net, Business Intelligence (BI), Business Performance Management (BPM), Business Planning, CFO, Customer Performance Management (CPM), finance, Financial Performance Management (FPM), Information Applications (IA), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Tidemark, Workday, Workforce Performance Management (WPM)

The Business of Sales Research Agenda for 2012

Posted by Mark Smith on Mar 6, 2012 10:28:00 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: Planning, Sales, Social Media, assets, forecasting, leads, Learning, Mobile Business, objectives, Operational Performance Management (OPM), Performance, pipeline, Reporting, rewards, Sales Compensation, Sales Force Automation, sales force automation and territory, social enterprise, Analytics, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Collaboration, Business Performance Management (BPM), channel, coaching, commission, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), incentives, pricing, promotion, proposal, quota, quoting, Sales Performance Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)