In many industries, field sales organizations can be the most effective and highest cost means of generating demand and revenue. So, active management of the behavior and performance of an organization's field staff is critical to achieving maximum sales and customer acquisition results. Given the value of this vital resource, Field sales performance management is more important than ever. However, performance management efforts in sales can be hindered by:

• Inadequate analytical tools for front line sales managers to track employee behavior and results
• Poor visibility into variability in sales force performance, including a large gap between high- and low- performers
• Manual, error-prone incentive pay processes, leading to misalignment, wasted time, and mistaken payouts – a drain on profits and sales motivation
• Inflexible variable pay plans, KPIs, and reports that quickly become outdated and cease motivating the right selling behavior
• Lack of consistent, sales-focused coaching processes and tools
• High turnover of sales representatives
  

Merced Systems’ Sales Performance Management solutions offer field sales organizations the tools and best practices needed to gain complete alignment, automate critical processes such as rewards and incentive pay, and ensure the best possible sales execution. Merced Systems’ solutions provide the information and tools needed to improve compensation processes, coaching, reporting, and sales analytics enabling organizations to increase revenue and customer loyalty at the lowest possible cost.

Feature

• Frontline performance management with personalized dashboards, reports, and analytics delivered to every role across the field operation
• Analytical applications with pre-built sales reports, dashboards and metadata
• Incentive compensation management enabling complete automation of sales commissioning
• Frontline performance management with advanced coaching tools for sales managers including best practice sharing
  

Benefit

• Maximum performance transparency promoting optimal individual selling behavior
• Ability to rapidly uncover and react to emerging sales trends
• Ability to align individual objectives and compensation with strategic goals to improve performance
• Improved sales manager efficiency and effectiveness