Companies Can’t Afford to Miss the Post-Sales Data Boat

Christopher Cabrera
Christopher Cabrera
In General
Christopher W. Cabrera is an entrepreneur, author, and philanthropist. He brings more than two decades of successful senior management experience at both early-stage and public companies to his role as the Founder and Chief Executive Officer of Xactly Corporation.

Pre-sales data drives sales. Post-sales data – who bought what, for how much – drives profits. Linked together, companies get more of both.

These days, companies of all sizes have revolutionized their pre-sale information with CRM applications. Sales representatives use them to manage the sales pipeline as efficiently as possible.

But what about post-sales data?

For many, post-sales information is scattered across a variety of systems — including ERP, HR and payroll. Often, it’s bound up in spreadsheets.

Some companies are retiring those cumbersome spreadsheets and centralizing post-sales data into a single sales compensation management system.

This radically changes the landscape for post-sales data, just as CRM optimized the sales pipeline.

The game-changing starts with clean data on what has been sold, to whom, at what margins, through which channels, in which regions and at what price.

With this information, companies can:

  • Better design compensation programs
  • Keep compensation programs relevant
  • Accurately forecast commission exposures
  • Stay responsive to opportunities

And that’s just the start.

When post-sales data is easy to access and easy to use, sales reps can see in real-time how they will be compensated for selling the things the company wants them to sell, such as higher-margin products.

They can even run “what-if” scenarios to determine how to structure a sale for maximum payout of commissions, bonuses, and special incentives.

Combining that information with pre-sale information, reps can focus on profitable sales.

With a truly strategic compensation plan in place, what is most profitable for the company is also most profitable for each rep.

Post-sales data makes those profits happen.


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Companies Can’t Afford to Miss the Post-Sales Data Boat