PLEASANTON, Calif.— May 2, 2008 —Ventana Research’s new benchmark research, “Sales Performance Management: Improving the Performance of Sales Organizations to Maximize Strategic Value” validates the emergence of sales performance management as a required software category of capabilities for the oversight, management, operations and members of sales organizations. The research found organizations are making advancements from a people and information dimension but are still challenged in having processes and technology that can advance sales.
“The establishment of sales performance management can improve the operational efficiency of sales processes while improving the effectiveness to achieve maximum results”, said Mark Smith, Ventana Research CEO & Executive Vice President of Research. “The research found that many organizations have realized the limitations of sales force automation (SFA) and spreadsheets that were not designed to support the broad set of roles and needs of the sales organizations like compensation, coaching, commission, incentives, assets and quotas.”
Ventana Research will expand on the key findings of this benchmark research, including what to do for improving your sales performance management maturity on a live interactive webinar, “Improving Operations and Performance of Sales Organizations to Maximize Strategic Value,” on Thursday, May 15th at 10:00am Pacific time.
The webinar will present the research findings and help you to understand how innovative organizations have advanced their use of sales performance management through examination of people, processes, information and technology. It will also provide some valuable insight to the barriers and impediments facing organizations and what can be done to improve and apply best practices. Here are some key questions that will be addressed in the research:
• What helps organizations improve maturity of their sales organizations and processes.
• Where organizations are investing into information and metrics to improve sales performance.
• Why the reliance on spreadsheets in 47% of companies are a problem and 51% rank scattered information as top impediment to improving sales performance.
• What are the top systems that are required to integrate with sales compensation and operations.
• What is the role of finance and executives for adopting sales performance management.
Register and view the Webinar Replay
The research, sponsored by technology providers Callidus (www.callidussoftware.com) and Xactly (www.xactlycorp.com) is based on an analysis of 217 qualified respondents from all major industries. The survey was conducted with the assistance of media partners Business Finance Magazine (www.bfmag.com) and Business Performance Management Magazine (www.bpmmag.net), Intelligent Enterprise (www.intelligententerprise.com), The Pursuit Group (www.thepursuitgroup.com) and TechTarget (www.SearchCRM.com). Media may request a copy of the benchmark research or schedule an interview with the EVP of Research, Mark Smith, by contacting marketing at marketing@ventanaresearch.com. Interested in learning more about the benchmark, further information can be found athttp://www.ventanaresearch.com/spm/. In addition your registration information and participation in the webinar will be shared with the sponsor.
About Ventana Research
Ventana Research is the leading research and advisory services firm focused on the intersection of people, processes, information and technology to enable breakthrough performance. By providing expert insight and detailed guidance, Ventana Research helps clients operate their companies more efficiently and effectively. To learn how Ventana Research Performance Management workshops, assessments and advisory services can impact your bottom line, visit www.ventanaresearch.com.
Media: Copies of benchmark research report and interviews are available upon request.
Media Contact: Marisela Reynoso
(925) 242-2579 marketing@ventanaresearch.com
