How to increase effective management of sales? The business application of SPM Soft TADetails will help

SPM Soft is the solution of the class SPM (Sales Performance Management) supporting a full stroke of performance management of sales.

Introduction

For many companies direct sales remain one of the main channels of promotion, and increase in their efficiency is strategically important task. What defines success in modern sales? According to Neil Rekhema (Neil Rackham), the author of a technique of BACKS sales, drivers of success in sales evolve from three S to three ^[1].

Earlier success in sales was based on S factors:

• Selection: personnel recruitment with a high potential
• Strategy: the help to these employees in work planning with each client
• Skill: development in personnel of necessary skills of sales

Of course, these factors did not lose the relevance and today, however according to Rekham, on modern sales more important for success are factors connected with management:

• Management: regular management of sellers
• Metrics: the choice of the correct indicators in planning, control, motivation and efficiency evaluations
• Methodology: formalization of strategy and sales process

Gain of importance of sales management found reflection in emergence of performance management systems of sales – the systems of the class SPM (Sales Performance Management).

By determination of GartnerGartner company^[2], the software of the class SPM consists of the tools automating back office sales processes. Such systems are implemented for increase in operational efficiency and gives following features:

• management of the purposes and quotas
• management of territories
• management of schemes of motivation (Incentive Compensation Management)
• personnel efficiency evaluation
• planning of training and adaptation
• coaching
• gamification

Description

The business application of SPM Soft belongs to the class of SPM systems and supports the full stroke of performance management of sales consisting of the following stages:

• Planning is more whole also than expectations
• Implementation of plans
• Progress monitoring
• Efficiency evaluation
• Correction of actions and plans

On a planning stage strategic objectives of the company are detailed to the purposes of specific sellers. In a system the methodology of management by objectives (Management by Objectives) meaning is supported that each purpose should have responsible, the planned target measuring the status of achievement of this purpose, the purpose of higher level and also a set of actions which need to be undertaken for achievement of an effective objective. The preconfigured KPI are provided in a system and also there is an opportunity to add new performance indicators by setup of the corresponding reference books.

Motivations

The objects set to the employee are used for formation of the scheme of his motivation. SPM Soft provides flexible instruments of setup of motivational schemes, including progressive and regressive settlement schemes, plans from achievement of quotas (Quota-Based Plan) and the plans based on commission (Commission-Based Plan). In schemes of motivation there is a possibility of setup of thresholds and the connected purposes when in case of not achievement of indicators on the connected purpose, the amount of remuneration calculated according to the main scheme decreases.

The history of calculations of remunerations for previous periods is stored in a system that gives the chance to model new schemes on historical data.

In schemes of motivation of account managers presence of the indicators connected with satisfaction and a customer loyalty is important. The module of customer experience management (Customer Experience Management) allows to manage the index of a customer loyalty and to use this index in schemes of motivation of employees.

In SPM Soft there is also a possibility of maintaining short-term programs of sales promotion, such as competitions and special programs (SPIFFs).

Monitoring of efficiency

For ensuring operational monitoring, the configured performance indicators automatically are grouped in analytical panels (Dashboards) which heads can browse both on the specific employee, and on separate divisions.

Efficiency evaluation of employees is executed on the basis of functionality coaching sessions. Coaching session can be connected with the purpose, the client, the transaction, other coaching session. By results coaching sessions plans are adjusted and steps on their implementation are specified. According to analysts, regular coaching of employees on sales allows to raise revenue on ^[3].

Result of implementation

Use of SPM Soft increases quality and effective management of sales. A clear understanding is more whole each employee, communication of data of the purposes with strategic objectives of the company and also the schemes of compensation approved with the purposes allow the company to concentrate all resources and efforts for implementation of the planned business development strategy.

It is possible to order demonstration of the SPM Soft system on the website www.spmsoft.ru.

Notes