Managing Sales Performance

Sales Management by Information presents the challenge of tracking efforts and opportunities to provide direction to team members and achieve the revenue objectives.

Set benchmarks and goals Define action plans, track progress and achieve business objectives

Review performance systematically across all members and teams anytime

Provide direction and manage performance by correlating information, activity and sales data

Reward, Motivate and Retain talent and align rewards to performance

Use Business Intelligence and Analytics to make informed decisions

Offering

Opportunity and Pipeline Management	Opportunities from Leads or existing customers can be created and tracked through a sales process. Opportunities are classified into various stages based on simple selection or pre-configured sales methodologies such as Platforms (Mercuri International’s sales methodology).
Account and Contact Management	Information on the Account and Contacts is maintained in the system. This provides a centralised repository of information for Sales users to leverage customers relationships and explore new business opportunities to up-sell or cross-sell
Activity Management	Customer Interactions and their outcome can be recorded and tagged with related information such as opportunities to maintain a history of interactions.
Task Management	A collaborative feature which allows for tasks to be fulfilled either by Self or by another executive from the organization.
Sales Planning	Sales Targets can be setup at multiple levels and Actual sales achieved be tracked against the set targets.
Effort Management	Setup and manage effort targets to users to maintain optimum levels of traction with the activities needed for customer acquisition, retention and growth.
Mobile Sales	Field users can use mobile devices such as Blackberry to record and view key information needed on the move.
Sales Reviews	can be conducted, decisions made, action plans defined and tracked for completion.
Performance Management	functions are enabled with Sales Metrics and Scorecards.
Business Intelligence and Analytics	Provide rich visualization using dashboards with charting and multi- dimensional analysis tools.

Key Benefits

Forecast better by using Opportunity management Tools
Determine the products and regions are causing upward or downward sales trends and make mid-course corrections to achieve the Sales plan
Evolve a uniform language across the Sales Team resulting in greater alignment and forecasting capability
Improved sales efficiency aligned with targeted lead generation, qualified prospecting and the ability to communicate direction clearly to sales teams
Ensure that prospects handled by salespeople leaving the organization is not lost and investments protected as all information on the prospect including Sales activity would be available
Improved Product management with access information originating from Lost sales and Pipeline across territories and customers enable positioning the right products for customers
Sales Dashboards provide analytical tools to reduce time spent in creating reports
Key Performance indicators enable managers to have better control on the overall efficiency of the sales team