ForceLogix Sponsors Aberdeen Study - Sales Performance Management: Optimizing Sales through Data Integration and Analytics

Share Article

Seventy-one percent (71%) of Best-in-Class companies experience year-over-year improvement in sales productivity, compared to 12% of Laggards

The Best-in-Class demonstrate an affinity for data driven decisions. SPM initiatives will continue to grow as organizations start to realize that technology alone is only one ingredient to superior performance. Best-in-Class companies demonstrate the critical capabilities that support all three components of SPM and as a result realize higher growth in annual revenue and improved productivity

ForceLogix recently underwrote a study, Optimizing Sales Performance Management Through Data Integration and Analytics, conducted by Aberdeen Group, a Harte-Hanks company (NYSE: HHS), that found that managing sales performance is a high or top three priority for 59% of all survey respondents in 2009.

The economic downturn has placed even greater pressure on the sales function. Sales leaders must increase sales effectiveness while external forces reduce the number of real opportunities and threaten top-line revenue growth. Business leaders need actionable data to align sales behavior with business objectives and rapidly adapt to changes in the market. Aligning and automating sales execution with organizational goals requires a holistic approach that includes compensation management, process optimization, and data analysis.

"SPM is not just about technology. It's about using the technology to support performance management practices and processes which tie operational execution to business objectives," explains Ian Michiels, Research Director of Aberdeen's Customer Management Technologies Group. "The Best-in-Class demonstrate an affinity for data driven decisions. SPM initiatives will continue to grow as organizations start to realize that technology alone is only one ingredient to superior performance. Best-in-Class companies demonstrate the critical capabilities that support all three components of SPM and as a result realize higher growth in annual revenue and improved productivity," finishes Michiels.

"Lack of automation means manual processes become cumbersome and costly, and it's difficult to rapidly adapt to market volatility," says Alex Jefferies, Senior Research Associate in Aberdeen's Customer Management Technologies Group. "Our Optimizer platform combines actionable sales performance dashboards and visibility with integrated sales coaching and development tools," says Patrick Stakenas, CEO of ForceLogix. "This report demonstrates the value of collectively leveraging best practices in process, performance measurement, knowledge management, and technology to provide a foundation for sales success," concludes Stakenas.

The research educates readers about the various aspects of sales performance management. The report also identifies Best-in-Class performance as a result of sales performance management initiatives and the use of key sales solutions, compared to the Industry Average and Laggards. A complimentary copy of this report is made available due in part by the underwriting by ForceLogix. To obtain a complimentary copy of the report, visit:
http://www.aberdeen.com/link/sponsor.asp?spid=30411541&cid=5730

About ForceLogix
ForceLogix was created to meet the needs of companies who wish to optimize and increase the effectiveness of their sales force. ForceLogix provides affordable on demand solutions allowing companies to improve their business performance through the use of more effective sales management optimization programs. ForceLogix enables companies to easily and affordably design, implement, manage, audit and communicate sales performance. By providing sales managers with more effective plans and better visibility, these companies can dramatically improve sales performance.

###

Share article on social media or email:

View article via:

Pdf Print

Contact Author

Steve Potts
Visit website