Sales performance management technology (SPM) alone is not enough to drive improved sales performance. Companies that are focused on improving sales performance need to make smart choices to align their business strategy with the organization, deployment and compensation of their sales organizations. This requires an SPM technology and a team that understands how to improve business performance leveraging systems, process improvements and a relentless focus on sales talent.
In this short video, Rob Dicks, Principal, Deloitte Consulting LLP and Merritt Alberti, Director, Deloitte Consulting LLP, leaders in Deloitte’s sales effectiveness practice, and Mark Girvan, Director of Sales Performance Management for the IBM Software Group, share how the Deloitte and IBM alliance is helping companies leverage IBM Cognos ICM – formerly Varicent – to align sales behaviors and rewards to meet corporate goals.
As used in this document, “Deloitte” means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting.