Varicent Webcasts

The results are in! Results from the 2012 Driving ROI Through Sales Operations Excellence Survey are being calculated for this March 22, 2012 webcast with Mercer. Data collected over eight weeks focus on the areas of Sales Productivity, Sales Planning, and Talent Management & Enablement. 

This webcast is a complimentary session provided by Mercer and Varicent. All attendees will be provided slides of the presentation following the webcast.  

Paying out on variable compensation can be time consuming and filled with manual data errors. You can turn that around through the automation of processes and improved accessibility to users.

During this 60 minute webcast Kevin Gray, Product Marketing Manager for Varicent Software, will take you through 4 areas where software can help:  

   - Dispute Resolution
   - Communication to end users
   - Automation of processes to gain efficiency and accuracy
   - Model and analyze the effectiveness of incentive spend

"Organizations adopting SPM technologies reduce errors by more than 90%, reduce processing times by more than 40% and reduce IT/Admin staffing by more than 50%"
Sales Incentive Compensation Management MarketScope - Gartner

Each organization faces its own unique challenges with goals, metrics, and operations.  All share a similar drive to reduce costs, reduce errors, and be more accurate in the work they do. Many organizations are turning to Sales Performance Management solutions to find these efficiencies.

During this one hour webcast we explore the business case for Sales Performance Management through:

 - The pain points and benefits for various roles inside the organization
 - What a successful business case entails
 - Tips, tricks, and next steps

Learn how to make the business case for sales performance management during this complimentary webcast.

Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what’s working for sales operations practitioners.

Stop holding back on delivering effective incentive programs because they’re too difficult to administer.  Instead, start benefiting from a software solution that has been proven at top retailers across the globe. Be more agile when it comes to running SPIFs that drive sales behavior and improve performance.

Learn how leading retail chains use sales performance management as:

• An infrastructure to run contests across multiple stores
• A dynamic and agile tool to motivate front line sales
• A shared solution to track results 

During this one hour complimentary webcast we will discuss how a sales performance management solution allows retailers SPIF administration, a web interface for end users, predefined rewards, and reporting for Payout, Customer Detail, Manager Summaries and Contest Effectiveness.

As the business landscape continues to evolve at break-neck pace across many industries due to recent macro-economic shifts, focus on sales performance has come under more scrutiny. In response, companies have taken different steps including: new/updated compensation plan designs, quota/goal adjustments, re-engineering sales compensation administration processes, investing in enterprise incentive management (EIM) or sales performance management (SPM) solutions, and enhanced sales training.

Join Dennis Spahr of Sibson Consulting and Fred Sass of Varicent as they discuss:

• Why companies have realized some benefits, but not the results they expected
• How to take the next steps towards success
• How technology can optimize your sales compensation and performance management strategy

Still using spreadsheets to calculate sales compensation?  Have difficulty distributing quotas across all lines of business to match corporate revenue expectations?  Do you have an accurate view of how many reps you have in each territory?  How well do you know your external sales channels? Varicent has successfully helped many organizations drive sales productivity and revenue by streamlining sales administration typically managed through manual, error-prone spreadsheets.  With a single application to calculate commissions, distribute quotas, assign sales reps to territories and manage your extended sales force, you significantly reduce administration costs and gain an accurate view of sales data so you can make more informed decisions to drive performance.

Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new priorities. In this SMA webcast, we'll examine key trends in indirect channel strategy, distinct challenges associated with compensating the indirect sales force, and enabling technology that assists management's efforts to align channel strategy, performance management, and sales incentive compensation.

Panelists:

• Anne Coughlan, Professor of Marketing, Kellogg School of Management, Northwestern University
• Scott Sands, National Practice Leader, Sales Force Effectiveness, Aon Hewitt
• Fred Sass, Director, Product Marketing, Varicent Software

To survive the past few turbulent years, companies have tried many strategies to cover their markets with fewer people, and compromising their sales model, management programs and processes, and even their rewards programs fit within shrinking revenue and budgets.  Blended sales jobs, and less rewarding sales compensation plans have left many sales people pushed beyond capacity with little appreciation for their employers.  With an upturn in the market, employees who may have felt slighted or over-looked will move on, and disenfranchised sales people are often the first to go.

It’s time to develop strategies to realign your sales team with your new growth opportunities, and revise or redevelop your sales compensation plans to motivate and retain top performers.

Join Ted Briggs of Better Sales Compensation and Fred Sass of Varicent as they discuss the latest on:

• Examples of “compromised practices”
• Strategies to improve the sales force and align with growth
• How to set people up for success and for enhanced earnings
• Understanding some advanced analytical abilities that can assist in the planning
• How technology can enable sales force effectiveness

Keeping up with the pace of business requires a variety of skills. Lynn Ferrara, CCP, Senior Director of Global Compensation for Hertz and Brian Hartlen, Vice President for Varicent will share the story of implementation from the RFP to real life deliverability of Sales Performance Management (SPM) at Hertz. They will discuss the challenges and the new abilities the Hertz team has gained to address the changes in business.

SPM Solutions provide a new transparency into business and processes that were not available just a few years ago. These advancements allow compensation teams to become a better business partner in providing new insight into goal setting and management. This session will identify the challenges and benefits SPM Solutions can provide from a real life example with Hertz. It will also convey the lessons of moving forward once the initial solution is in place.

Adopting an SPM solution has several phases - identifying the need, selecting a provider, implementation, and the continuous improvements to process. This session will identify these phases and focus on the end results gained from what was identified in the RFP.

Industry analyst Michael Dunne discusses how Sales Performance Management satisfies the demand for more comprehensive automation of sales operations processes and how it improves associated planning and analytical disciplines during a one hour webcast.

The results are in! Results from the 2012 Driving ROI Through Sales Operations Excellence Survey are being calculated for this March 22, 2012 webcast with Mercer. Data collected over eight weeks focus on the areas of Sales Productivity, Sales Planning, and Talent Management & Enablement. 

This webcast is a complimentary session provided by Mercer and Varicent. All attendees will be provided slides of the presentation following the webcast.  

Managing sales territories and administering sales crediting rules are increasingly complex propositions for sales operations departments. Tracking sales by segment, channel, product, and sales job frequently means assigning credit for one sale to multiple sellers – sometimes a dozen or more in firms with large, overlay sales organizations. Along with added complexity comes the potential for friction, conflict, and inefficiency.

Common approaches to administering territory and crediting rules often involve homegrown tools, spreadsheets, and manual workarounds – a highly labor-intensive processes prone to error. New approaches and technology promises to reduce complexity, speed decision-making, and improve results.

In this webcast we’ll explore how technology is addressing complexity in territory and sales crediting administration, and also examine best practices, tips, and pitfalls to avoid when structuring account, territory, and crediting rules.

May 2, 2012 1:00 PM Eastern Time
Presenter Kevin Gray, Product Marketing Manager, Varicent Software