SALES PERFORMANCE MANAGEMENT SOFTWARE
Connecting the Path to Revenue with SPM Software
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 sales performance management tools to determine the best strategies to manage sales performance and create a clear and effective path to revenue.
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 performance management for their sales force.
A Connected Go-To-Market Strategy Through Sales Performance Management Software
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.
This is a world where precision meets speed, and strategic planning and execution operate as an interconnected ecosystem. Where sales performance management evolves into:
The Revenue Performance Engine.
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 sales performance management (SPM) approach – much like the inner workings of a fine-tuned engine – depend on the essential handshakes and connections between crucial SPM processes, breaks down barriers in sales strategy, planning, and execution, and helps foster predictable revenue growth and maximize efficiencies.
Transcript
Traditional go-to-market processes are fragmented, siloed efforts and static plans across territories, quotas, and incentive programs. The breakdown often starts with planning. Even though the targets are clear, choosing the right path is a gamble. Plans are built to achieve revenue goals while staying within budget, but each piece is often designed independently.
The cracks in these processes lead to an inability to adapt to changing conditions, ineffective collaboration and decision-making, confusion, and misalignment across your sales team.
What if sales comp, operations, finance, and sales teams were able to collaborate more effectively? What if more connectivity and agility existed not just within incentives, but between and across the entire go-to-market system?
As innovators in the SPM space, this is what we set out to solve—working with all of you to re-engineer how you support your sales teams.
Imagine a scenario where all of your critical sales data is at your fingertips, and where gen and predictive tools converge to provide actionable insights and recommendations, allowing you to not just compete, but dominate your market.
The process begins, as it always does, with targets and budgets. And from there, everything now starts to work like a well-oiled machine. Targets and personnel budgets guide territory and capacity plans, while the compensation budget is used to model and design incentive programs.
Territory rules now seed the crediting engine, powering and aligning the attribution process of matching transactions and sellers. Quotas are shared for compensation attainment calculations. Territory assignments inform plan assignments.
All these details get put directly in the hands of sellers through plan documents and dynamic, actionable insights that help sellers build their path to quota.
And the alignment doesn't end with plan delivery. When your go-to-market is set up this way, you can begin to optimize your efforts all year long.
This is a world where precision meets speed, and strategic planning and execution operate as an interconnected ecosystem—where Sales Performance Management evolves into the Revenue Performance Engine.
This isn't a minor upgrade—it's a fundamental shift in how we can propel business growth.
Join us on this journey to redefine sales performance and lead the charge into a future of unmatched growth and potential.
Welcome to the path of resilient revenue. Welcome to the Revenue Performance Engine.
Evaluate Your Revenue Performance Engine
A well-tuned revenue performance engine powers efficient and effective strategies, but disconnected, inefficient, and clunky go-to-market planning tools and data can put your revenue targets in jeopardy.
Ask yourself these questions to diagnose the health of your Revenue Performance Engine.
Agility
When markets shift or priorities change, how long does it take you to realign territories and adjust quota and compensation models?
Data Confidence
How confident are you in the accuracy and timeliness of data driving your territory, quota, and compensation decisions?
Collaboration
How confident are you in the accuracy and timeliness of data driving your territory management, quota, and compensation decisions?
Real-Time Insights
Do you have real-time visibility into plan performance and the tools to easily model scenarios that allow you to course-correct?
Streamline 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 Sales Performance Management processes could be draining revenue.
See how you can build a high-performance sales engine by exploring our Sales Performance Management software solutions that help deliver a Connected Path to Revenue.
Transcript
Do your revenue plans lead to consistent, predictable outcomes?
Revenue growth is tough, even in the best of times. You know what you need to deliver—it's how you deliver that is less certain.
Varicent has worked with revenue leaders to make critical go-to-market decisions. Varicent brings together everything you need to build a connected path to revenue in one solution.
Sales Planning prioritizes your commercial investments to maximize revenue potential.
Incentives motivate sales performance and amplify your go-to-market strategy.
Seller Insights focuses individual motions and unlocks performance potential.
ELT extracts and transforms your data across systems and processes
And with AI, you can discover actionable insights, patterns, and relationships. We help you design, amplify, and optimize your go-to-market strategies.
“The services and support we've gotten from Varicent have been exceptional. It's a true partnership—lots of collaboration between our team. When we deployed Varicent, did we achieve our goals? Yes, absolutely.”
Build your connected path to revenue with Varicent.
Get Started Today
Discover how Varicent can support your revenue journey, from results-driven planning and predictability to growth.