Do you know how many sales people are using sales portals? Any help you could offer would be most appreciated.
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Recent announcements and releases from top CRM vendors indicate that there is both a trend and a demand for CRM solution to move to a Web-based architecture. I would expect that users who were not using an operational CRM application in the past, such as remote users or sales teams, will begin to use these environments more as they are now better suited to their needs. This would apply to sales portals as well. In today's hyper-competitive environment, sales people need more information at their fingertips than ever before.
From the Cognos perspective, we have taken a very schooled approach to the concerns and issues of today's sales forces. We have gone so far as to create a complete, end-to-end packaged analytic application designed specifically with the sales manager and sales person in mind. Based upon interviews with the Fortune 1,000, we have included, in the box, 100-plus critical business questions asked by sales people, more than 80 KPIs, over 40 reports and analysis information across 11 dimensions all accessible in a portal environment. With this kind of information pre-packaged, the organization can also streamline the sales cycle and ensure that sales strategies translate into greater "wallet share."
The Cognos Sales Analysis Analytic Application gives insight into what products are being sold, into which regions, by whom, and for how much. In many cases, it has transformed the way organizations sell to customers. In the case of one manufacturing customer, it informed a major change in their compensation model ...encouraging the sales force to focus on higher margin products rather than focus on simply revenue. The organization said its investment in Cognos Analytic Applications was cash neutral in 'year zero' as a result of its rapid reporting and analysis of sales data.
This was first published in March 2002
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