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Top 10 Sales Metrics For Effective Sales Performance Management (SPM)

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Callidus Software
Callidus Software
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What’s On Your Dashboard For Tracking Sales Performance? Top 10 Metrics for Effective SPM Jim Lazarz Former AVP of Compensation, CUNA Mutual Group Lazarz Consulting
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Sales Performance Challenge ,[object Object],[object Object],[object Object],[object Object]
Sales Performance Software Suite EIM Dispute Resolution Quota Management Territory Management Analytics
Value Proposition of SPM Software ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Hidden Treasure of SPM... ,[object Object],[object Object],[object Object],[object Object],[object Object]
Data Drives Analytics ,[object Object],[object Object],[object Object],[object Object]
Profitable Revenue Growth Model ,[object Object],Manage Product Mix & Profit Margins Enhance Total Sales Revenue Control Sales Expenses (& Incentives) Sales P&L
Revenue and Cost: The Starting Point ,[object Object],[object Object],[object Object],[object Object]
Most Critical Sales Metric ,[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Sales/Spend Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Sales/Spend Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Sales/Spend Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Sales/Spend Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Sales/Spend Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Profit (and Product Mix): The Rest of the Profitable Sales Growth Equation ,[object Object],[object Object]
Most Critical Profit Metric ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Profit/Mix Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Profit/Mix Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Profit/Mix Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Secondary Profit/Mix Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]
Key to SP Metrics: Quality Data ,[object Object],[object Object],[object Object],[object Object],[object Object]
But…. ,[object Object],[object Object],[object Object]
Barriers to SP Data ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
SPM Software to the Rescue ,[object Object],[object Object],[object Object]
Using the Data: Analytics ,[object Object],[object Object],[object Object],[object Object]
Summary ,[object Object],[object Object],[object Object],[object Object]

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