HR Times Video Blog: Insights from IBM Vision 2013
Analytics is playing an increasing role in helping organizations improve the way they manage sales and their sales force. Do they have the right salespeople in the right places? Are they selling the right products to the right clients at the right price? Is the compensation program effective, competitive, and understandable? These are the questions analytics is helping them answer, using automated technology like IBM Cognos ICM to replace what is often a home-grown solution. It’s an effort that typically involves not only the sales group, but also HR, Finance, and of course, IT.
Listen in as Rob Dicks and Merritt Alberti talk to HR Times about their experiences helping companies implement sales performance analytics and how it’s helping them grow, manage commissions and other aspects of sales operations more effectively, and keep tabs on regulatory requirements.
Video Transcript: Hear the buzz from #IBMVision 2013
Analytics for Sales Performance Management
We did a presentation yesterday at Vision talking about where customers are using analytics. We talked about the different ways that they are advancing through the journey of using analytics to drive their sales objectives.