Leveraging the Power of On-Demand Analytics to Drive Finance and Sales Performance

The value of data is well recognized by finance and sales. CRM applications have revolutionized selling by helping organize the pre-sales data (contacts, opportunities, etc.) that reps and management needs to manage the sales pipeline. But what about "post-sales" data? There is an enormous amount of potentially useful data produced at the time of sale that is generally orphaned -- information about who bought what from whom, where, at what price, with what discount, and at what commission level. When collected and analyzed, this data can be leveraged for insights into selling patterns, individual and team effectiveness, and product performance. It can be used to gain visibility into commission spend and sales plan effectiveness.

In this webcast, Xactly's Christopher Cabrera and IDC's industry expert Henry Morris will discuss how post-sales analytics can provide new and strategic insight into an organization's selling patterns, commission spend, product performance, sales rep and team performance, and sales plan effectiveness. They will examine how post-sales data -- traditionally scattered across a variety of disparate systems including ERP/order entry, HR, Pricing and Product -- can be now be integrated, modeled and analyzed with an eye towards enhancing business strategies, changing sales rep behaviors, and super-charging sales organizations.

Participants will take away:

• How aggregating data for on-demand analytics can be streamlined efficiently
• Best practices for driving financial and sales performance with analytics
• Best practices for modeling and analyzing post-sales data to optimize finance and sales performance
• A view of finance and executive dashboards and custom analytic capabilities for sales performance analytics