Organizational interest in sales performance management as a set of activities and processes is changing the market landscape for sales-related technology. Traditional customer relationship management (CRM) and sales force automation (SFA) software focus on efficiency and automation in tracking activities or executing transactions; in contrast, sales performance management targets improvement of sales effectiveness. To estimate the potential size of this market, Ventana Research built a target buyer model based on the total population of users then factored in market maturity and demand characteristics to project the market size over the next three years. We conclude the U.S. market for sales operations and performance technology will reach $3.89 billion in 2008 and grow to $8.2 billion in 2010.
Potential Market Size for Sales Performance Management
In U.S. Alone, Could Exceed $8 Billion by 2010
by Mark Smith | 4/29/2008 | Article ID: V08-18 | Article Type: VentanaView
PLEASANTON, Calif.— May 2, 2008 — Ventana Research’s new benchmark research, “Sales Performance Management: Improving the Performance of Sales Organizations to Maximize Strategic Value” validates the emergence of sales performance management as a required software category of capabilities for the oversight, management, operations and members of sales organizations. The research found organizations are making advancements from a people and information dimension but are still challenged in having processes and technology that can advance sales.
"The establishment of sales performance management can improve the operational efficiency of sales processes while improving the effectiveness to achieve maximum results”, said Mark Smith, Ventana Research CEO & Executive Vice President of Research. “The research found that many organizations have realized the limitations of sales force automation (SFA) and spreadsheets that were not designed to support the broad set of roles and needs of the sales organizations like compensation, coaching, commission, incentives, assets and quotas."
The many man years of sales, marketing and general management experience that we have in running sales teams that have had to use various technologies from spreadsheets, contact management, SFA, and CRM systems has given us the basis to develop a solution fully focussed on sales, to maximize efficiency and effectiveness, and at the same time minimising the administrative burden and costs.
SymVolli, our sales performance management system, has been developed to integrate people, processes, and technology, to show you the future of your business and achieve your goals. One of the key areas is developing accuracy within the sales forecast. By understanding the sales process, managing and monitoring it, it is possible to deliver a pipeline that has credibility and leads to accurate and consistent sales forecasts. This is easily achieved with SymVolli because it takes snapshots of the sales forecasts presented by sales teams over time, holds them in a database and produces trends and variations from the "norm" to encourage and enable accurate sales forecasting to build trust in the figures for senior management.
Take a look at what you can achieve with SymVolli.