White Papers

IT Analysis - CPM: Involving the Sales Team in Performance Management

Category: Data Management, IT Management

Tags: cpm, budgeting, crm, software, management, applications

Overview It is always interesting to come across software vendors addressing performance management, not from the holistic "Corporate Performance Management" (CPM) view point of budgeting, planning and reporting but from operations - the coal face - where the business is done. One such operational area is Sales Performance - planning, managing & controlling the sales activities so that the business achieves its revenue and profit margin targets - or has timely information if there are going to be shortfalls. This requires more than Sales Force Automation (SFA) or Customer Relationship Management (CRM) applications which address the recording of sales activities, customer details and contracts. To steer the sales activities such that they support the business goals is a much more complex issue.

By downloading you agree to our Terms and Conditions. These include information regarding use of your personal data.

Publisher: Quocirca
File Format: PDF
Date Published: Feb 21, 2009
Format: White Papers
Topics: Sales - Marketing, Data Mining - Analysis

Similiar White Papers

Advanced Global Name Recognition Technology

Despite many remarkable advances made in other areas of business automation, automated processing and matching of person

Publisher: IBM | Tags: crm

Webcast: Improve Quote and Proposal Management for Your Salesforce.com Organization

Listen to this on-demand Webcast to learn about Nsite Quote Management from Business Objects. Senior Product

Publisher: Business Objects | Tags: crm

Mining Methodologies to Ensure Successful CLV Implementation: Cross-Sell/Up-Sell Modeling

Selling more to the existing customers not only increases the likelihood of a satisfied customer, but it also increases

Publisher: SAS Institute | Tags: data, data mining

Streamline to Success: The Real Mid-Market Experience: Retail

From self-scan checkouts at grocery stores to information kiosks at retail chains, businesses are realizing the benefits

Publisher: IBM | Tags: customer service, data, retailers

RightFax for SAP Solutions: Reduce Document Delivery Costs, Streamline Business Processes and Achieve a Quick ROI

Find out how RightFax for SAP solutions can extend the value of your SAP investments by enabling more efficient c

Publisher: Instant InfoSystems | Tags: crm

Quocirca White Papers

Operations Management in UK Financial Services

Featured white papers

The Value of Location Intelligence in the Communications Industry

Pitney Bowes

Public Services are under pressure, the challenge is to do more with less. How do you improve citizen satisfaction, increase cost efficiencies and improve service delivery? The power of location intelligence is helping many local authorities...

Download now »
Best Practices for Translating Customer Satisfaction into Revenue

Citrix Online

Today's support organisations are focused on two top-level metrics: financial results and customer satisfaction. For most, it's easy to track financial performance, but customer satisfaction is akin to speaking a foreign language...

Download now »
HP print solutions and 3M

Hewlett-Packard (HP)

The objective for 3M was to optimize office printing infrastructure at 3M locations worldwide, reduce total cost and environmental footprint. Some of the business benefits acheived by switching to HP print solutions...

Download now »