Are you relying on personality and charm for sales success? Think again – a data driven approach to sales will help identify opportunities and shortcomings in order to better understand your organization. According to new information from Ventana Research, many companies do not prioritize the analysis and reporting behind sales compensation, and instead misuse their time with less important matters.
To maximize their effectiveness across the enterprise, from top management through finance and operations to the sales representatives on the front line, sales organizations must integrate their people and processes tightly with all available information and the needed technology. A key enabler of sales success is to motivate sales personnel through compensation that recognizes their accomplishments and rewards them appropriately and promptly. However, few sales organizations take a comprehensive approach to sales compensation management.
The results of the Sales Compensation Management Benchmark Report unveiled:
- Spreadsheet use undermines calculations
- Processing sales compensation manually is an insufficient trade-off
- Investing in sales compensation increases total outcome of sales
Download the Sales Compensation Management Benchmark Report to learn how improving the impact of pay and incentives will allow you to maximize revenue.