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Ventana Research launched today its latest benchmark research initiative into Sales Performance Management (SPM). The purpose of this research is to examine the extent to which organizations have adopted and benefitted from the dedicated modern processes, applications and tools to effectively manage sales performance. It will investigate the use of analytics and BI, capacity and resources planning, channel management, coaching, compensation, commissions, incentives, learning, objectives, planning, pricing, quotas, rewards territories sales forecasting and opportunity pipeline management. It also will examine the adoption and benefits of AI and machine learning, as well as tools for collaboration and requirements for supporting mobile devices.

The sales organization leads the path to the achievement in revenue and customer growth — it requires not only dedication but effective strategy and planning to achieve required objectives. A well-developed strategy and plan to motivate current and future sales talent is essential for the best possible sales performance. To carry out this mission, organizations need a set of coordinated sales-related activities, processes and systems that enable the sales organization, from leadership and operations to the manager and sellers, to operate in a coordinated and collaborative manner. We call this sales performance management.

Ventana Research is undertaking this research program to assess the current state of sales performance management and the extent to which current technology helps or impedes organizations meeting their goals. It will identify trends, market opportunities and organizational requirements associated with the management of sales processes through systems that automate and improve performance. The research is crafted to help suppliers of application services in this market understand how to craft a message for and collaborate with sales management and gain executive buy-in across the organization.

"In these challenging times, to achieve company targets, effective planning and management takes on an even greater importance,” says Stephen Hurrell, VP & Research Director of the Office of Sales at Ventana Research. “This research program will uncover whether companies are reaching their desired aims and where there are gaps in process, people and technology.”

This research is sponsored by Varicent, a sales performance management platform. Those interested in learning more about or participating in this benchmark research, please click here. Ventana Research, a leading business technology research and advisory services firm, provides qualified research participants a $25 gift card incentive and a complementary report of the findings, which includes both key insights and best practices from the benchmark research.

About Ventana Research 

Ventana Research is the most authoritative and respected benchmark business technology research and advisory services firm. We provide insight and expert guidance on mainstream and disruptive technologies through a unique set of research-based offerings including benchmark research and technology evaluation assessments, education workshops and our research and advisory services, Ventana On-Demand. Our unparalleled understanding of the role of technology in optimizing business processes and performance and our best practices guidance are rooted in our rigorous research-based benchmarking of people, processes, information and technology across business and IT functions in every industry. This benchmark research plus our market coverage and in-depth knowledge of hundreds of technology providers means we can deliver education and expertise to our clients to increase the value they derive from technology investments while reducing time, cost and risk.

Ventana Research provides the most comprehensive analyst and research coverage in the industry; business and IT professionals worldwide are members of our community and benefit from Ventana Research's insights, as do highly regarded media and association partners around the globe. Our views and analyses are distributed daily through blogs and social media channels including Twitter, Facebook and LinkedIn. To learn how Ventana Research advances the maturity of organizations’ use of information and technology through benchmark research, education and advisory services, visit www.ventanaresearch.com.

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