ROI Study Report:
Sales Performance Management Solutions

 

Based on the value from TrueComp Enterprise, the aggregated 3-year NPV ROI was in excess of $25 million (754%), with an average investment payback time of 8.6 months.

 

Sales Performance Management (SPM) solutions automate the processes critical to the achievement of revenue objectives, including Enterprise Incentive Management (EIM), and monitoring and analysis. A study of six Callidus customers in the financial services and telecommunications industries showed that TrueComp Enterprise streamlines all processes within these two segments of SPM, resulting in greatly increased efficiencies that impact both the top and bottom lines.

Prior to TrueComp Enterprise deployment, sales teams within companies in the study were "flying blind" with respect to the amount of incentives earned, and whether the incentive strategy was effective. In addition, existing incentive plans were too complex for easy changes, making it impossible to create plans that reflected the desired sales mix strategy. These factors fostered a sales environment that lacked credibility in management, transparency, and ultimately, motivation of the sales team.

Gantry Group's study of six TrueComp Enterprise customers showed that business value is experienced in the following areas:

  • Revenue growth: Improved sales performance resulting in increased sales, and increased cross-selling and up-selling
  • Operational efficiencies: Avoidance of incentive overpayments, and reduction in compensation disputes
  • Strategic effectiveness: Faster time to market with new products, and more agile, proactive sales plans
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