Optimizing Sales Performance Management through Data Integration and Analytics

Mar 14, 2009 in Sales & Marketing

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Best-in-Class companies improved bid-to-win ratio an average of 14%, compared to 4% improvement amongst all others.
Best-in-Class companies are 2.8x less likely to experience yearly sales force turnover compared to Laggards.
On average, Best-in-Class companies increased annual revenue 26%, compared to a 13% increase amongst Laggards.

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 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.