IBM Cognos Sales Performance Management (SPM) delivers measurable improvements for organization’s finance, sales, human resources, and IT lines of business. SPM automates the process of calculating and reporting variable-based pay, providing more visibility and accountability into one of their largest variable expenses. With SPM solutions from IBM, you can enable new kinds of compensation plans that drive desired sales behavior, reduce commission cycle times, and eliminate errors in overpayments.
Improving sales effectiveness with speed, flexibility and visibility.
With a single application that manages sales compensation programs, data and processes, organizations are able to significantly reduce administration costs and drive profitable sales across the entire product portfolio.
By automating compensation calculations, IBM® Cognos® Sales Performance Management distributes detailed commission statements to sales professionals in a more timely manner and with greater accuracy. As a result, field reps can conduct more customer-facing activities instead of spending time tracking their own sales and pay, while more accurate calculations reduce overpayment of commissions which help control corporate costs.
Sales leaders and executives have even better visibility across the sales organization with the alignment of field reps along with their products, quotas and territory assignments, enabling them to effectively drive performance.
Cognos SPM provides a single, integrated platform to manage sales performance processes including:
Efficiently manage frequent territory reassignments and maintain crediting rules to help ensure more accurate compensation and optimal sales coverage. Cognos SPM enables organizations to define territories across complex combinations of geographies, industries and named accounts.
Align corporate revenue plans and objectives to each sales representative by establishing the appropriate quotas, commission rates, and product mix to motivate the right desired sales behavior. Cognos SPM automates workflow processes to efficiently facilitate plan sign-offs and approvals across the organization from a top-down or bottom-up approach.