When you’re looking to get started with sales performance management software, one building block is crucial to its success: a clear and accurate sales forecast. Setting well-defined objectives and sharing them with your sales team is an essential first step in motivating your salespeople to help reach your company’s goals.
Intuitive vs. data-driven forecasting
All too often, sales forecasts have traditionally been informed by gut feelings as opposed to hard data. And sure, a salesperson who has great relationships with their customers and a deep-seated knowledge of their industry and market might find that their intuition has an important part to play.
But while this kind of expertise shouldn’t necessarily be ignored, it’s sales intelligence software that will deliver the objective, accurate forecast your business needs to align performance with company goals. It’s hard to argue with the data, and when you build a plan around easy-to-visualize analytics and measurable results, you’ll find it easier to get everyone in the business on board and to keep your sales team engaged and motivated.
Sales intelligence software: the tools
If you’re using your sales performance management software just to calculate compensation payments, you’re missing out on a powerful planning tool. Here’s how systems with advanced analytics can help.
Benefits of sales performance management software
In today’s fast-paced sales environment, it’s just not possible to measure performance and track the market using legacy systems based around spreadsheets. Sales performance management software will arm you with the insights you need to build an accurate strategy and react quickly to any changes.
Conclusion
A motivated sales force starts with a clear business plan that everyone can get behind. By harnessing sales intelligence software, you’ll be able to build out a strategy with the most up-to-date information on your side.