Improve Sales Effectiveness …

Accelerated customer life cycles, increased customer service requirements, underutilized or unfocused sales teams, informal sales budgeting processes and ineffective use of promotional monies are some of the biggest challenges facing sales organizations today.

To meet these challenges and improve overall sales effectiveness, today’s demand-driven enterprises require:

• detailed insight about when, how often and which products customers are purchasing
• real-time knowledge of sales rep performance
• a collaborative framework from which sales plans and budgets can be easily created and managed
• the ability to plan and accurately monitor trade funds and promotional programs – which has become even more critical in the wake of Sarbanes-Oxley and its compliance and reporting requirements related to trading practices

The Sales Performance Management module of Stratum provides the analytics you need to gain a solid understanding of sales by any customer, product, geography and organizational perspective.  As a result, you can isolate trends and relationships and arm your salespeople with the customer information they need to sell more, and sell smarter into their accounts. 

The solution gives you the power to see how well each of your sales reps are performing to plan based on customer and product-specific sales, alerts you when slippages may be occurring, and provides guided analysis for determining the root causes of sales rep performance anomalies.

Plus, Stratum Sales Performance Management allows multiple people within the sales organization to define, manage and monitor plans and budgets in a collaborative manner — utilizing a consistent framework and budgeting techniques that promote a more formal, realistic and accurate budgeting process. 

Integration with the Stratum Marketing Performance Management module takes sales effectiveness initiatives to an even higher level by providing the planning structure and analytical insight needed to manage trade promotions effectively.  From setting well-targeted trade funds programs to tracking spends against funds, Stratum helps manufacturers prevent overspending, better understand trends that boost sales or margin, and better manage promotional programs with their customers. 

The Stratum applications used to address this solution area:
Stratum Sales Performance Management (SPM)
Stratum Marketing Performance Management (MKM)