Sales
Overview
KPI and Cognos deliver software and services to help your sales management team close more deals sooner, more often, and for more revenue:
Gain visibility into revenue
- Evaluate revenue trends (increase or decrease in demand), how regions and products are performing, which channels account for what proportion of sales, and which regions are losing market share.
Track and allocate sales resources more effectively
- Analyze rep performance by region, by volume, and by sales effectiveness; and allocate these resources to the sales stages, regions, or products where they will have the most impact.
Identify and leverage your most valuable customers
- Create detailed profiles that show how much customers buy and how frequently, how much revenue they generate, and how much they cost to serve and close.
Align sales plans with company priorities
- Integrate the sales planning process with supply chain forecasts, headcount projections, marketing plans, financials, and other data.
Benefits and Value
KPI and Cognos provide the most comprehensive suite of integrated performance management software and services.
Your sales department can use the following metrics, reports, and plans to improve sales performance; recognize and leverage the best customers; and meet and exceed revenue targets:
Reporting, analysis, and business intelligence
Meet the information needs of all users with flexible, user-friendly reports, dashboards, and online analysis for:
- Top customers by revenue.
- Sales by region.
- Sales plan versus actual.
Learn more about Cognos reporting, analysis, and business intelligence.
Planning, forecasting, and consolidation
Use integrated planning, modeling, and budgeting software to build cross-divisional plans for:
- Sales forecasting.
- Sales effectiveness planning.
- Sales incentive planning.
Learn more about Cognos planning and consolidation software.
Scorecarding
Communicate priorities and key performance indicators across Sales to answer the key question: Are we making progress on the things that must be done?
Track metrics such as:
- Pipeline.
- Revenue per rep.
- Purchase volume discount.
Learn more about Cognos scorecarding software.
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