The economic downturn has placed even greater pressure on the sales function. Sales leaders must increase sales effectiveness while external forces reduce the number of real opportunities and threaten top-line revenue growth. Business leaders need actionable data to align sales behavior with business objectives and rapidly adapt to changes in the market. Aligning and automating sales execution with organizational goals requires a holistic approach that includes compensation management, process optimization and data analysis. Research reveals that traditional manual compensation processes reduce productivity for multiple functions, such as sales, finance, operations, and IT, which impacts both top and bottom line growth.
A recent study, "Optimizing Sales Performance Management through Data Integration and Analytics," conducted by Aberdeen Group, a Harte-Hanks Company, finds that managing sales performance is a high or top three priority for 59 percent of all survey respondents in 2009.
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