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Connecting the Path to Revenue

Engineering high performing, unified sales teams to deliver a connected path to revenue and sustainable growth.

Revenue and operations leaders realize the journey from targets to strategy is more critical - and more complex - than ever before. But while most would agree that sales go-to-market planning is vital, only 40% of revenue leaders feel their efforts are effective.

As the speed of change has increased, market conditions weigh heavy, and sellers’ needs have evolved, many sales leaders lack the confidence and tools to determine the best strategies to manage sales performance and create a clear and effective path to revenue.

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Road-Blocks

Revenue Roadblocks

Sales success today demands speed, adaptability, and precision in planning and execution. Yet, many organizations struggle navigating a maze of siloed processes, people, and data that hinder their ability to achieve their full potential.

The disconnection between critical business processes across sales go-to-market planning leads to significant revenue roadblocks, including:

  • Inability to anticipate and respond swiftly to market changes and customer demands
  • Inaccurate and untimely access to data
  • Ineffective collaboration across operations teams
  • Suboptimal decision-making
  • Inefficient use of tools and technology

To stay ahead of the curve and plow through the roadblocks, it’s imperative for organizations to rethink their approach to managing the performance of their sales force.

Engineering a Connected Revenue Strategy: The SPM Gearbox

Effective Sales Performance Management (SPM) is more than technology – it’s the strategic orchestration of interdependent sales processes, leveraging real-time data, AI, and other enablers to help leaders deliver on their revenue targets.

The most successful sales leaders are using an approach that has evolved to encompass the entire sales engine, integrating both front-office and back-office functions, connecting leaders directly to frontline sales teams, and spanning efforts that cross initial planning and setup as well as ongoing management throughout the year.

A unified SPM approach – much like the inner workings of an intricate gearbox – depend on the essential handshakes and connections between crucial SPM processes. breaks down barriers in strategy, planning, and execution, and helps foster predictable revenue growth and maximize efficiencies.

GearBox

Evaluate Your SPM Gearbox

A well-tuned SPM Gearbox powers efficient and effective revenue, but disconnected, inefficient, and clunky go-to-market planning tools and data can put your targets in jeopardy.

Ask yourself these questions to diagnose the health of your SPM Gearbox:

icon-AgilityAgility

When markets shift or priorities change, how long does it take you to realign territories and adjust quota and compensation models?

icon-Data-ConfidenceData Confidence

How confident are you in the accuracy and timeliness of data driving your territory, quota, and compensation decisions?

icon-CollaborationCollaboration

Are leadership teams aligned when setting goals and creating plans? Do silos prevent timely updates to compensation plans when new products or strategies launch?

icon-Real-Time InsightsReal-Time Insights

Do you have real-time visibility into plan performance and the tools to easily model scenarios that allow you to course-correct?

icon-Streamline ProcessStreamline Process

Are your teams spending significant time on manual tasks, data wrangling, and shadow calculations for territories, quota, and compensation?

If these challenges resonate, your SPM processes could be draining revenue.
See how you can build a high-performance sales engine by exploring our solutions that help deliver a Connected Path to Revenue.

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Discover how Varicent can support your revenue journey, from results-driven planning and predictability to growth.