Sales Performance Management

CUSTOMER ASSIGNMENT AND DEFINING QUOTA (TARGET SETTING)

• Map salesperson to customer accounts
• Map salesperson to distributors
• Define quota (target setting) for the period
• Monthly quota distribution to factor sales seasonality and skews in your business context
• Do all of the above by business unit
• When working in teams, the same customer can be assigned to multiple salespersons

SALES CREDIT ALLOCATION

• Too much sweat on sales credit: Delayed or wrongly allocated sales credit is a put-off for any sales person - unwanted anxieties adversely affect performance; and though temporarily, may undermine their morale
• Smooth riding to keep them charged: Real time credit allocation alongside order logging makes life easier for everyone - anything that needs to be flagged gets resolved immediately

SALES CREDIT ON SECONDARY SALES

• Increasingly opted by companies to avoid the incentive on primary sales and to eliminate the risk of channel padding
• As the distributors are on the same platform, the secondary billings can be mapped for sales credit allocation to the salespersons mapped to those distributors
• This reduces the cumbersome back and forth on data collation from the distributors - and associated risks of misreporting, bias etc.

LIVE SALES DASHBOARD WITH TARGET, ACHIEVEMENT AND COLLECTED STATUS

• Sales achievers are hungry go-getters charged by every small success: Every small achievement counts - and it matters that it has been counted properly - Post-facto corrections come at a huge invisible cost
• As much every company wants their sales team to maintain razor sharp focus on growth and on being customer-centric, distractions are rooted in the processes and data
• With HX, the only anxiety that a sales-rep experiences is related to closing a deal - not the anxiety of waiting for information or chasing documents or following up for data corrections for sales credits and other such administrative distractions
• Live dashboard with real-time transactional updates enables you to reinforce fairness as a policy to fairness in practice - everyone experiences it and thus it becomes a culture that fuels growth
• Every drop adds to the ocean - and when a sales-rep can see the fruits of her/his efforts ticking as achievement on a reliable live dashboard; they feel empowered to do better and do more