Mark Smith's Analyst Perspectives

Sales Performance Management Is Red-Hot with Applications

Posted by Mark Smith on Jul 19, 2012 1:07:21 PM

We have just released our 2012 Value Index for Sales Performance Management (SPM), in which we evaluate the competency and maturity of vendors and products. Our firm has been researching this software category for many years, and our latest benchmark research in sales performance management found many areas for improvement among sales applications in a field where many sales organizations still use outdated or insufficient applications to manage revenue generation and customer relationships.

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Topics: Microsoft, Sales, Salesforce.com, SAP, NICE Systems, Operational Performance Management (OPM), Business Analytics, Business Collaboration, Cloud Computing, Oracle, Business Performance Management (BPM), CallidusCloud, Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), Synygy, Varicent, Xactly

Varicent Improves Sales Operations Efficiency

Posted by Mark Smith on Aug 31, 2011 10:01:16 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: Sales, Social Media, Marketing, Operational Performance Management (OPM), Revenue Performance, Sales Force Automation, Sales Operations, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Business Performance Management (BPM), CFO, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Varicent, Workforce Performance Management (WPM)

Get the Most from Dreamforce for Your Sales Force

Posted by Mark Smith on Aug 30, 2011 12:31:04 PM

Salesforce.com’s 2011 Dreamforce conference is under way. If you’re in sales and you use the company’s application, here’s how to gain the most value from your time at the conference. 

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Topics: Sales, Salesforce.com, Social Media, Marketing, Marketo, Merced Systems, Operational Performance Management (OPM), Qvidian, Revenue Performance, Sales Force Automation, Sales Operations, Zilliant, Zyme Solutions, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Business Performance Management (BPM), Callidus Software, Camelon Software, CFO, ChannelInsight, Cloud9 Analytics, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Varicent, Vendavo, Workforce Performance Management (WPM), Xactly

Sales Compensation Easier To Manage with Varicent 7

Posted by Mark Smith on Nov 28, 2010 2:40:04 PM

To help sales teams to maximize their value to the company, sales operations and management must find the right balance of compensation and incentives to motivate them to achieve their quotas. To do this requires the ability to design compensation plans that take into consideration products, territories and accounts and of course the number of customers and prospects. Sales managers also need flexibility so they can build plans that align to sales objectives and realistically evaluate the potential of products and services for each territory and customer opportunity. Our benchmark research on sales performance management found that many organizations fall short in these capabilities: One-third of research participants said they have no confidence in their existing sales operations and management, and 26 percent more said they are only somewhat confident in them. Faced with this negativity, many organizations are trying to improve their processes by adopting applications designed for these and related aspects of sales.

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Topics: Operational Performance Management (OPM), Sales Compensation, Sales Performance Management, Sales Performance Management (SPM), Varicent

Sales Compensation Easier To Manage with Varicent 7

Posted by Ventana Research on Jun 18, 2010 4:44:00 PM

To help sales teams to maximize their value to the company, sales operations and management must find the right balance of compensation and incentives to motivate them to achieve their quotas. To do this requires the ability to design compensation plans that take into consideration products, territories and accounts and of course the number of customers and prospects. Sales managers also need flexibility so they can build plans that align to sales objectives and realistically evaluate the potential of products and services for each territory and customer opportunity. Our benchmark research on sales performance management found that many organizations fall short in these capabilities: One-third of research participants said they have no confidence in their existing sales operations and management, and 26 percent more said they are only somewhat confident in them. Faced with this negativity, many organizations are trying to improve their processes by adopting applications designed for these and related aspects of sales.

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Topics: Operational Performance Management (OPM), Sales Compensation, Sales Performance Management, Sales Performance Management (SPM), Varicent