Sales Execution

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In order to make sales representatives more effective and efficient in driving and closing sales, and to ensure representatives are improving customer satisfaction and loyalty, organizations need a comprehensive set of tools and best practices to properly incent and motivate sales employees. Merced Performance Suite and Merced Incentive Management offer these capabilities to help sales executives improve revenue generation and boost customer satisfaction.

Key Challenges

• Sales team productivity, predictability and consistency
• Lack of visibility into sales performance data for front line representatives
• Inability to easily and flexibly manage and align incentives with organizational goals and strategy
• Unactionable data inhibiting managers from taking steps to improve front line performance
• Limited coaching tools and processes

Overcoming Sales Effectiveness Challenges with Performance Management

Merced Performance Suite and Merced Incentive Management deliver the tools to enable organizations to drive sales effectiveness and improve sales execution, including:

• A holistic view of pipeline and post sales performance through advanced reporting, analytics and scorecarding
• Personalize views on results vs. goals to help employees take the best action
• Sales Incentive management tools to motivate, align, and drive sales performance
• Tools to facilitate improved front line manager and employee sales skills

Case Study

Company: Leading Telecommunications Provider

Objective: Increase sales results across multiple sales channels including Tele-sales, Retail stores and Partner retail stores.

Solution: Leverage Merced Performance Suite to:

• Provide sales performance reports across all channels and levels responsible for sales execution and revenue generation
• Increased sales coaching frequency and improved tracking of agent development activities
• Automated incentive compensation management and alignment of incentive schemes with organizational strategy
• Automated sales coaching best practices
• Managerial ction plans to improve sales execution

Results:

• Substantial sales improvements
• 9.6% cross sales revenue increase
• 6% cost reduction in rep compensation and hiring