Effective sales performance management is a critical initiative for any organization trying to drive sales transformation or reduce operational costs. Sales performance management is the discipline of marrying performance data to business improvement processes in order to drive sales effectiveness. At its core is incentive compensation management. The business impact of sales performance management grows when other critical processes are added, such as territory and quota management, analytics and dashboarding, and coaching.

In smaller organizations, sales performance management can be executed by good managers and analysts. In large, multi-channel sales organizations, there can be significant data and organizational obstacles to ensuring effective sales performance management execution and overall alignment. Sales performance management solutions readily address these challenges by enabling sales operations to automate the commissioning process, leverage metrics, reports, analytics and dashboards, plan territories and quotas, and use workflow features to clarify goals, align the organization, uncover opportunities and improve business results.

Merced Systems offers a world class family of sales performance management solutions. Merced Incentive Compensation Management, the company’s incentive compensation management product, offers unrivaled capabilities for plan management, calculation of commissions, modeling, reporting and adjustments. Merced adds to its sales performance management offering powerful territory and quota management, advanced analytics, and personalized dashboarding. Sales Performance Plus enhances Merced Incentive Compensation Management's award-winning capabilities by automating key management activities, such as coaching, to improve overall sales operational performance. Sales Compensation Analytics enhances Merced Systems' sales performance management solution with a pre-integrated solution for analytics, delivering impactful insight and rapid ROI.

Sales Performance Management - Benefits

• Alignment of individual incentives with strategic organizational objectives
• Organizations can rapidly run plans and simulations to maximize plan effectiveness
• Reduced post close updates and calculation time, minimizing compensation over-pay and administration
• Single platform that can expand with your business and needs for more advanced capabilities
• Greater business impact by uniquely linking incentive campaigns with employee development activities
• Rapid identification of customer trends and sales representative performance
• Create one version of the truth to identify process gaps and design critical improvement campaigns
  

Sales Performance Management - Features

• Innovative calculator functionality that is powerful and easy to use, delivering single screen, excel-like calculators
• Data availability for real-time performance, real-time reporting, real-time simulation and modeling
• Advanced capabilities for the widest set of adjustments
• Proven scalability for the largest, most complex operations (tens of thousands of payees and millions of events per day)
• Analytical applications – compensation performance vs. budget, overall plan effectiveness
• Frontline performance management - powerful sales coaching with embedded best practice sharing for sales staff development and performance improvement
• Available on-demand or for on-premise deployments