Your sales team’s #1 mission is to drive top-line growth. To do that, they need to put the maximum effort into real selling. And they need to put a minimum of work—and worry—into the administrative details of sales management and incentive compensation.
That’s where your sales operations team comes in. It’s their job to reduce or eliminate any tasks that get in the way of the sales team achieving its goals. Sales operations needs to handle the essential sales performance management (SPM) functions and to provide sales reps with the confidence that their efforts will be properly recognized and rewarded.
Sales performance management, taken as a whole, is one tough, complicated job. But the right tools and capabilities can make it easier. IBM and Compensation Analytics, a consulting firm specializing in sales performance management, are presenting a 5-part webinar series on sales performance management to show you how your organization can do a better job supporting this most critical function in business.
Here’s what we’ll cover in this webinar series:
Part 1: Changing business dynamics – Delivering support for sales success
Success in sales performance management begins with making sure that your sales strategy is aligned with the organization’s broader strategy and objectives. The first webinar in this series focuses on defining the organization’s strategy and objectives so that everyone is headed in the right direction.
Part 2: Back to the drawing board – Optimizing territories and quotas
If you want the sales team to move the right products to the right customers, then your territories, quotas and comp plans need to support that goal. The second webinar in the series focuses on the nuts and bolts of deploying your sales team in the field—assigning territories and sales quotas.
Part 3: Show me the money – Fixing problems with incentive compensation
Incentive compensation plans are forever being fine tuned. And they need to be, to keep up with ever changing markets. But to motivate the desired behavior, your incentive compensation plans need to be logical, fair and transparent. This part of the series will address comp plan processing issues such as plan design, calculations, payout and analysis, hierarchies, crediting rules and more.
Part 4: Keep your eyes on the prize – Better decisions with sales analytics and dashboards
To gain buy-in from the sales reps, their goals and progress toward those goals have to be communicated clearly—and frequently enough so adjustments can be made while problems are still correctable. This webinar will demonstrate scorecards and dashboards that highlight both the successes and the shortcomings, so that people can know how they’re doing and where and when they need to correct course.
Part 5: What’s next for sales performance management? How big data, social media and mobile technologies are transforming the sales organization
The term “game changing” gets thrown around a lot. But big data analytics, social collaboration and mobile technologies truly are game changers in the business world—and nowhere more than in the relentlessly high-pressure environment of sales. The final webinar in our series will showcase the technologies that are altering the landscape of business everywhere.
Please join us. This webinar is free, but attendance is limited. Click here to register now.
Kevin Gray, Product Marketing Manager, Sales Performance Management, IBM Business Analytics