Sales

Our Research Expertise

The continuous pressure on sales to not just perform, but outperform, does not come without investments into the people and processes that can derive such potential. This approach will require methods for managing sales performance, from coaching and compensation to the operational sales execution of selling with quotas and pipelines. Expecting that sales force automation with spreadsheets and email will deliver results is laden with challenges that are not easily overcome without applications. A closer evaluation of the dedicated applications that help with continuous improvement in areas like product information management, planning and analytics, direct selling to the digital commerce, recurring revenue,  indirect selling and use of channel data will be required to maximize your overall revenue potential.

Ventana Research offers guidance on sales to help you build core competencies that will increase your potential for revenue and uncover new business opportunities. Examining which investments will contribute and not detract from your processes and readiness is critical for advancing your excellence in sales.

Focus Areas

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Webinar

Best Practices for Building a Business Case for Product Information Management

Recent research shows that over half of organizations (57%) are re-assessing how to manage information associated with products. With 48 percent of organizations utilizing line of business IT budgets to fund PIM projects, it is essential to make proj

Value Index

Business Planning 2015

Planning is a key component to all businesses, but often, the reality does not go according to plans. In businesses, this discrepancy can increase costs and waste time. But with the right tools, organizations can more closely align their plans to the

Infographic

Connecting Product Information Management

Effective product information management is a high priority for most organizations today. And most lack a dedicated approach to PIM. Those that do not invest and improve will fall behind. It’s no wonder why. Research shows that PIM can improve effici

Research Perspective

Developing Best Practices in Sales Forecasting

"The purpose of sales forecasting is to anticipate and facilitate sales activities and help representatives identify opportunities, reach quotas and achieve the maximum potential of their accounts and territories. We find that sales forecasting is of

White Paper

Enhancing Global Channel Visibility

"Over the past decade, markets have grown increasingly global, especially for technology companies. Rising incomes in underdeveloped countries have led to increased demand for a wide range of products. However, this opportunity also brings with it a

Research Perspective

Five Best Practices for Optimizing Sales Analytics and Forecasting

"Benchmark research that Ventana Research conducted on sales performance management reveals that the top two priorities of sales management are to increase revenue (cited by 72% of participants) and to improve the efficiency of sales processes (57%).

Research Perspective

Five Best Practices for Sales Planning

"Launching and running a sales program without careful planning is a recipe for failure. Effectiveness in sales starts with planning. To be successful, planning must involve a range of stakeholders from various roles, use a systematic process, incorp

Webinar

Five Best Practices in Territory Management

Fully realizing the revenue potential of a sales organization requires effective territory management. Ideally, territories should be optimized to create the right combinations of customers, products and salespeople to maximize sales results, and con

White Paper

Five Risks of Ignoring Sales Performance Management

"Optimizing the potential of a sales organization requires being able to motivate representatives with appealing incentives and a clear compensation structure. Determining these can no longer be a once-a-year effort because today’s dynamic business c

eBook

Mastering Product Information is Everyone's Business

Product Information Management (PIM) is essential to business processes, the customer experience, and ultimately financial performance. It is shared among business units, customers, partners and distributors and may take many forms, including text, v

Webinar

Mastering Product Information is Everyone's Business

Effective product information management is a high priority for most organizations today. And most lack a dedicated approach to PIM. Those that do not invest and improve will fall behind. It’s no wonder why. Research shows that PIM can improve effici

Benchmark

Next-Generation Business Planning

Today, budgeting and operational planning effrots are typically only loosely connected. In contrast, Next-Generation Business Planning closely integrates unit-level operational plans with financial planning. Relying on information technology, it enab

Best Practices

Next-Generation Business Planning

Next-generation business planning closely integrates individual operational plans with financial plans. Supported by dedicated software, it enables companies to plan faster with less effort to achieve greater accuracy and agility.

Webinar

Next-Generation Business Planning

Business planning encompasses all of the forward-looking activities in which companies routinely engage, such as sales, production and head-count planning as well as budgeting. Among the several benefits it conveys, planning helps to get everyone ont

White Paper

Next Generation Business Planning

Ventana Research undertook this Benchmark Research into the Next Generation of Business Planning to examine systems and tools that operate across business processes, influencing the optimal use of information and technology to manage performance. This research determined the extent and direction in which finance and line-of-business departments are moving to support new planning processes and how they are using technology to access and use all available information to manage the business toward established goals and performance objectives.

Benchmark

Next-Generation Sales Analytics

Effective analytics enables businesses to understand the data they’re collecting in greater volumes and more forms than ever before. The situation has special importance for sales organizations. Applied to data created and needed by sales organizations, analytics can help achieve quotas and forecast more consistently

White Paper

Next-Generation Sales Analytics

Effective analytics enables businesses to understand the data they’re collecting in greater volumes and more forms than ever before. The situation has special importance for sales organizations. Applied to data created and needed by sales organizations, analytics can help achieve quotas and forecast more consistently

White Paper

Planning and Budgeting

Budgeting and planning is an area of finance that is long-established yet ripe for change. There is widespread dissatisfaction with the budgeting process. Nearly all business people regard it as a waste of time and resources. Typically, it eats up 10 to 15 percent of the finance organization’s time, and it takes five to eight months to complete the full cycle in large organizations. Worse, people usually view budgets as being out of date almost from the start and as having little or no strategic value.

Benchmark

Product and Service Analytics

Nearly two-thirds said it is very important to make it simpler to provide analytics and metrics, and half said they can significantly improve their use of them. In addition, half are not satisfied with the process currently used to create analytics,

Benchmark

Product Information Management

Organizations need to address limitations in the ways they manage product information, including related attributes and content that describes the products. New types and sources of data often introduce new and inconsistent ways in which products, ma

Value Index

Product Information Management 2015

In the information age, access is key for organizations. This is especially true for product information, where multiple areas in a business need to be able to access the same information, and have it always be up-to-date. And as the number of ways t

Research Perspective

Product Information Management in an Master Data Management World

"Consistent, accurate product information is essential to meet the expectations of today’s customers. These demanding consumers want detailed information presented to them through whichever of the various channels, including websites and commerce sys

Benchmark

Recurring Revenue

The term "recurring revenue" refers to models for selling and billing typically based on a combination of initial fees and periodic charges. In recent years, it has gained popularity in a variety of industries.

Best Practices

Recurring Revenue

The term "recurring revenue" refers to models for selling and billing typically based on a combination of initial fees and periodic charges. In recent years, it has gained popularity in a variety of industries.

Webinar

Recurring Revenue

The term "recurring revenue" refers to models for selling and billing typically based on a combination of initial fees and periodic charges. In recent years, it has gained popularity in a variety of industries.

White Paper

Recurring Revenue

Ventana Research undertook this first independent, rigorous primary research in Recurring Revenue makes clear that organizations increasingly are choosing to adopt this model to increase revenue and improve their customers’ experience. Pioneered by telecommunications service providers, the recurring revenue business model involves periodic sales and billing transactions based on a prior agreement; it has now been adopted across an array of industries including software, entertainment and the delivery of other 

Benchmark

Sales Analytics

There isn't an aspect of business today in which people don't claim they use analytics to generate information, typically in the form of metrics and key indicators. But there is much confusion about their usefulness and value to the business and sale

White Paper

Sales Analytics

There isn't an aspect of business today in which people don't claim they use analytics to generate information, typically in the form of metrics and key indicators. But there is much confusion about their usefulness and value to the business and sales and about how best to select and implement historical, root-cause, real-time and predictive analytics. The uncertainty this causes poses a challenge for organizations.

White Paper

Sales Compensation Management

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.

Benchmark

Sales Compensation Management

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 informa

eBook

Sales Performance Management: A Buyer's Guide

The success of sales efforts depends on the performance of the sales team as a whole and each of its members. But sales performance cannot be a matter of guesswork or ad hoc projections; it must be measured.

Research Perspective

Sales Planning Improves Sales Performance Management

"Success in business is measured by what’s accomplished, and effective planning improves an organization’s ability to consistently achieve its objectives. When it comes to Sales, many organizations are slow to recognize how ineffectual their sales pl

eBook

Successful Enterprises Use Performance Management

Product Information Management (PIM) is essential to business processes, the customer experience, and ultimately financial performance. It is shared among business units, customers, partners and distributors and may take many forms, including text, v

eBook

Supercharging Sales Performance

Product Information Management (PIM) is essential to business processes, the customer experience, and ultimately financial performance. It is shared among business units, customers, partners and distributors and may take many forms, including text, v

eBook

The Business of Sales Forecasting

Sales forecasting has been an inexact science, often depending as much on gut instinct as on data. Two reasons for this imprecision are a lack of pipeline information and a reliance on spreadsheets to create and track forecasts. The alternatives, sal

Research Perspective

The Digital Transformation of Planning and Budgeting

“'Digital transformation' is a popular term that encompasses a range of fundamental changes caused or catalyzed by modern information technology. The internet and intelligent mobile devices have changed how people live, work, shop and communicate. Wh

Presentation

Trends in Product Information Management

Organizations need to address limitations in the ways they manage product information, including related attributes and content that describes the products. New types and sources of data often introduce new and inconsistent ways in which products, materials and attributes are defined. Yet organizations must incorporate these large amounts of new data more quickly than ever because competitive pressures require that the information presented to customers is accurate, operational processes run uninterrupted and timely data is available for business analysis.  

White Paper

Trends in Product Information Management

Organizations need to address limitations in the ways they manage product information, including related attributes and content that describes the products. New types and sources of data often introduce new and inconsistent ways in which products, materials and attributes are defined. Yet organizations must incorporate these large amounts of new data more quickly than ever because competitive pressures require that the information presented to customers is accurate, operational processes run uninterrupted and timely data is available for business analysis.  

Research Perspective

Using Playbooks to Maximize Sales Performance

"To improve their sales effectiveness, many representatives need guidance in how to shorten the sales cycle, close deals and better execute all aspects of the process. Working independently and often without central mandates or guidance, reps may dev

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Ventana Research 2016 Technology Innovation Award Winners

Research Calendar

Ventana Research maintains a rigorous approach to its areas of research expertise through a methodology of processes and activities to ensure we provide the best possible insight on technology across business and IT. The representation of which is presented in our Research Agenda which is a foundation for guidance that provides actionable information to help you identify opportunities for improved competitiveness and effectiveness. Unlike other industry analyst firms who have no methodology or publicly available research agenda and are easily biased by clients or the industry. We provide our research calendar and agenda for visibility into the upcoming months of activity.

April

  • Analysts Perspective
    State of Sales in 2017
  • Benchmark Research
    Product Information Management published
  • Dynamic Insights
    Product Content Management starts
  • Value Index
    Sales Performance Management and Product Information Management published

May

  • Analysts Perspective
    State of Sales Performance Management
  • Benchmark Research
    Digital Commerce and Sales Performance Management starts
  • Dynamic Insights
    Product Content Management and Profitability Management in collection;
    Channel data management starts
  • Value Index
    Digital Commerce starts

June

  • Analysts Perspective
    State of Subscription Revenue, New Age of Sales Experience, Next Generation Sales Planning
  • Benchmark Research
    Digital Commerce and Sales Performance Management in collection
  • Dynamic Insights
    Product Content Management and Sales Enablement and Execution in collection; 
    Sales Planning and Analytics starts;
    Channel data management in collection
  • Value Index
    Digital Commerce in collection

Q3

  • Benchmark Research
    Digital Commerce published;
    Subscription Billing starts
  • Dynamic Insights
    Channel Data Management and Sales Performance Management published;
    Sales Enablement and Execution in collection and published
  • Value Index
    Digital Commerce published
What to see our research plans for the year? Download the full research agenda

Vendors Not Covered or Recommended

  • 1WorldSync
  • ADAM Software
  • Altify
  • Arkieva
  • Attensity
  • Big Commerce
  • Brainshark
  • Channelitivity
  • Clearslide
  • Cognitive Scale
  • Comosoft
  • Computer Market Research
  • CRMNEXT
  • Demand Solutions
  • E2Open
  • HighSpot
  • Infor
  • InsideSales
  • Knowledge Tree
  • Magento
  • Mediafly
  • Microsoft
  • Model N
  • NetSuite
  • Obero
  • Outreach
  • Perfion
  • PIMCore
  • PROS
  • Quintig
  • Qvidian
  • River Logic
  • Salesfusion
  • SAP
  • Seismic
  • Skura
  • SpringCM
  • Steelwedge
  • Stripe
  • Tacton CPQ
  • Viamedici
  • Vistex
  • Zementis
  • Zoho
For more information on Vendor coverage, or to become a covered vendor, click here.