Sales & Marketing Performance

Sales & Marketing Performance Management Roadmap

Where to start
Getting started with Sales and Marketing can be the hardest part. That’s where our Performance Management Roadmap (PMR) comes in. It cuts through the clutter to develop a cohesive plan that supports your strategy, even when your team members and groups may have different priorities.

The PMR is based on the thinking of Robert Kaplan and David Norton, authors of the acclaimed Balanced Scorecard methodologies. It goes beyond traditional requirements and source analysis, treating your business strategy as a series of testable hypotheses. The roadmap then takes these hypotheses, and identifies factors and indicators that can lead to successful implementation of the strategy.

We tie the factors and indicators to real business metrics and outcomes that your team can measure and control. Then we deliver a step-by-step phased roadmap that gives your team a set of common goals to achieve. It’s all about direction.

Benefits:

• Start your initiative with the confidence that important perspectives have been heard and integrated into a plan
• Get a tangible plan that gains support from both management and team members to execute on the vision
• Identify the metrics, analyses and reports that will reveal what’s working and what’s not
• Collect an accurate inventory of what databases, systems, and technologies must be integrated and when

Sales & Marketing Performance Dashboards

Interactive. Intelligent. Effective.

Accountability is key for Sales and Marketing organizations. Gone are the days of investing in sales and marketing activities for future returns. Today, management demands to know that each dollar invested is a good one.

That’s where Sales and Marketing Dashboards enter in. By deploying rich, interactive dashboards on business intelligence platforms, sales and marketing organizations can get the data they need, in the way they can use it. With the right tools in place, sales and marketing teams can demonstrate performance by customers, products and time to show how these investments work.

With open source business intelligence technologies, sales and marketing organizations avoid costly licensing and maintenance fees. They get just what they need: facts to vet their sales performance, distributed to those who need the answers in an intuitive, graphical dashboard. Talk about intelligent.

Benefits:

• Reduce time consuming, manual data collection and presentation development, with easy-to-produce snapshots of sales and marketing performance
• Give your whole team quick, online access to the information they need to make the right decisions
• Customized application tuned to serve the unique needs of different types of users, from top-level executives through staff-level analysts
• Lower cost of entry than proprietary software, giving you the freedom to extend the application to new team members and partners without restrictive licensing

Sales Incentive Analysis Tools

Reaching full potential

A successful sales team thrives on information. Accurate data on forecasts, actual sales performance, and incentives, helps the team reach its full potential. Questions constantly arise regarding the latest bookings and whether or not the organization is on pace to make its daily, monthly, quarterly and yearly plan numbers. Add the complexity required to slice these actual, plan and pace numbers by region, product and customer, and it’s easy to see how tricky it is for sales managers to piece together the puzzle.

Fortunately, there is a solution. OpenBI has experience working with organizations to integrate their order and sales data with commission plans to produce comprehensible dashboards and reports. These can then be used by sales leadership to manage their organizations on a daily basis. With a comprehensive, web-based interface for all sales teams and management, each member can get rapid, self-service access to a common set of sales metrics.

Deploying a Sales Management interface, with open source technologies, gives management the ability to deliver access to a growing team without incremental licensing costs.  Management, sales, sales support, and commission partners can all get the immediate information they need, either online or in customized email subscriptions. It’s an intelligent way to go.

Benefits:

• Monitor and optimize the overall health of sales regions and divisions
• Get daily incentive measurements for sales teams, pre-sales staff, sales partners, and management
• Identify where and why groups are hitting their sales targets
• Gain new insight on sales forecasts and how they should be optimized