Effective quota and territory management is a critical initiative for any organization trying to drive sales transformation or reduce operational costs. To optimize the performance of sales teams, organizations must be able to effectively determine and communicate quotas and territories, and then track channel and sales representative target approval. Without equitable quotas and territories, operations miss significant revenue opportunities by overburdening particular sales professionals and under utilizing others.
Lack of access to clean data sets limits an operation’s ability to get a complete picture of past performance baselining. Further, without comprehensive planning and modeling capabilities, operations cannot determine the correct distribution for maximizing sales effectiveness.
Merced Systems’ Merced ICM solution provide users with the comprehensive ability to create and distribute both top-down and bottoms-up quotas, and to determine territory assignments. These quotas and territories can be folded into incentive models or plans, and into reporting and analytics to drive higher revenue and achieve organizational goals. Sales Performance Plus enhances Merced ICM's capabilities by enabling sales organizations to add frontline coaching, dashboarding, scorecards, alerts, tasks, and sales reporting integrated with Merced ICM. Additionally, Sales Compensation Analytics enhances Merced ICM with a prebuilt, pre-integrated solution for advanced analytics to deliver impactful insight and rapid ROI. |
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