Sales Performance and Effectiveness

Sales Forecasting

Every year, companies carry out a sales forecasting exercise that drives their future. How do you create your sales forecasts? With a thumb in the air and lofty expectations? Using linear regression models and historical data references? Using your CRM system and data?

All these methods lack clarity and accuracy, because they’re inevitably based on incorrect and insufficient data, bad assumptions, poor understanding of R&D and a lack of model iterations.

We can help you combat inaccuracies and generate far more accurate sales forecasts, using the power of machine learning (ML) and robotic process automation (RPA) technologies to decode and respond to variances and factor in more inputs.

Territory and quota management

Territory management and quota setting have lagged behind other aspects of sales performance management. Manual processes and decision-making based on spreadsheets are common, but completely inefficient. They tend to cause disputes and aren’t fit for purpose in most businesses today, where role overlays, temporary cover, product and customer hierarchies all impact on accurate assignment and calculation.

To keep up with the complexity, you need to build in a territory and quota module. Real-time modelling applications mean sales operations can have immediate visibility of changes and impacts throughout the year. We can help you optimize your territory and quota management, increasing sales performance and ensuring effective compensation programme design and delivery.

Data preparation and transformation

Underpinning every process is data. The best automation and the slickest technology are worthless if your data is inaccurate or poorly prepared.

In their eagerness to adopt transformative technologies and intelligent systems, organizations often skip over the vital process of data quality management. Because we know the benefits of our solutions are only as good as the data they process, we have developed rigorous and efficient methods to verify and cleanse your data and make sure that new data flowing in is properly controlled and prepared.

Advanced process automation usually involves integrating and connecting systems and databases. Financial, customer, commission, employee and operational data can be brought together powerfully to produce business intelligence as well as to inform continuous process improvement. It’s crucial that all this core information is validated and formatted so that it increases insight rather than muddying the waters.

For any process automation program, we can evaluate and transform your data so you get maximum business value and complete integrity from it.

Sales Commission

If you’re using a web of spreadsheets or re-keying data between systems, your sales commission calculation process is almost certainly inaccurate, slow and difficult to govern. Setting up accurate commission payment workflows reduces the manual demand on resources and helps manage out mistakes and delays caused by human error or a lack of connection between key data sources.

From there you can build on robust commission payment workflows to automate dispute resolution. Conflicts and queries over sales compensation undermine salesforce productivity and affect morale and trust between employer and employee. We can help you reduce the number of disputes and resolve them in a rapid and transparent way, so your salesforce stays focused on bringing home the deals.