San Ramon, Calif. — July 15, 2011 — Organizations that manage sales are facing intensified pressure to find new ways to streamline the revenue pipeline and processes associated with it. Ventana Research is launching new benchmark research to help. This newest research from the leading business research, analysis and advisory services firm will explore what steps companies are taking to streamline and improve the sales process, reduce risk and uncertainty and improve revenue flow. The research will examine the current state of sales performance management and patterns in the adoption of new methods and technologies and identify companies’ chosen avenues for improvement.
Ventana Research was the first analyst firm to conduct research on sales performance management in 2008. That research provided valuable insight into the state of maturity of sales performance management and the activities and systems that support it, from sales compensation to sales forecasting. At that time, the research found, only 42 percent of the organizations studied had adopted sales force automation and only 40 percent of those were satisfied with the technology. The majority of the remaining organizations identified Microsoft Office, Microsoft SQL Server and Microsoft SharePoint as the products they used for sales-related operations and performance management activities. This new benchmark research will examine trends and indicators of changes in reliance on technology tools.
“Our early research provided a baseline for improvements for organization whose focus is on sales performance,” said Mark Smith, CEO and chief research officer of Ventana Research. “The demand for organizations to reduce the risk and uncertainty around meeting their sales and financial performance targets has driven a surge in the need to maximize their effectiveness. This benchmark research will clarify to what extent organizations are forging a new path to sales performance management moving forward.”
Ventana Research provides qualified research participants with a complimentary report of the research findings as well as access to a free webinar on its conclusions from the 2011 Sales Performance Management benchmark research. To learn more about Sales Performance Management, please visit http://www.ventanaresearch.com/spm.
About Ventana Research
Ventana Research is the most authoritative and respected benchmark business technology research and advisory services firm. We provide insight and expert guidance on mainstream and disruptive technologies through a unique set of research-based offerings including benchmark research and technology evaluation assessments, education workshops and our research and advisory services, Ventana OnDemand. Our unparalleled understanding of the role of technology in optimizing business processes and performance and our best practices guidance are rooted in our rigorous research-based benchmarking of people, processes, information and technology across business and IT functions in every industry. This benchmark research plus our market coverage and in-depth knowledge of hundreds of technology providers means we can deliver education and expertise to our clients to increase the value they derive from technology investments while reducing time, cost and risk.
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Media Contact:
Mendeil Bailey
Ventana Research
(925) 242-2412
marketing@ventanaresearch.com