I regularly speak with Gartner clients that want to increase their sales efficiency and effectiveness outcomes. While some of these conversations concern strategy, they most frequently ask about sales processes and systems that will:
- Align their sales plans with their corporate objectives
- Improve the efficiency of sales operation processes, particularly for incentive compensation, quota and territory management processes
- Improve sales execution quality with better sales enablement and better sales training
While these objectives may seem self-evident, Gartner finds that few companies take a comprehensive approach to them. They pursue these objectives in isolation most times, avoiding the holistic and comprehensive approach that connects their planning, operations and sales execution objectives. Rather than implementing these processes separately, Gartner sees a value chain of capabilities, one that links corporate performance management (CPM) with go-to-market processes, Sales Performance Management (SPM) tools, SFA systems, and sales enablement capabilities.
Gartner published recently research that examines how IT leaders can link their corporate planning processes in CPM systems with SPM systems, particularly the tools that manage incentive compensation, quotas, and territories. Gartner clients can access the research here.
Gartner also published new research that applies Gartner’s CRM governance framework, known as the Eight Building Blocks of CRM, to the processes of Sales Performance Management. Use this document as a primer on ways to connect your sales operation processes and systems to your sales planning and sales execution capabilities. Garnter clients can access the research here.