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In today’s dynamic business environment, organizations need an effective sales team to generate revenue and stay ahead of the competition. But while advances in artificial intelligence tools have accelerated the sales process, they have also increased the value of soft skills and the acumen of talented salespeople to build relationships on the job. That’s why smart organizations are more committed than ever to keeping their sales teams engaged and productive.
High-performing sales teams are using SAP SuccessFactors’ sales performance management solutions to manage and optimize sales compensation and incentives (rewarding sales reps for performance) while streamlining the sales process and leveraging instant insights to improve operational efficiency and increase revenue.
“There is a renewed emphasis on efficiency,” Rahul Iyer, general manager of sales performance management at SAP SuccessFactors, said in a speech to SAP customers at the SAP North America Sales Performance Management Customer Summit held in Dallas, Texas, on February 13-14, 2024. “Customers want faster, simpler results – and they also want to deliver a great seller experience. At SAP SuccessFactors, we bring the intelligence of connected cloud applications throughout our entire SPM solution portfolio. This allows us to deliver a comprehensive The platform provides the efficiency, transparency and rich experience of SAP, covering the full end-to-end process of sales compensation.”
Towards success together
With the theme “Together we make everything better,” the summit provided SAP customers, some from as far away as South America, with a place to interact one-on-one with experts and gain valuable knowledge from the product roadmap. Venue maps, demos and deep dive sessions, and learning from each other’s experiences in client meetings.
Iyer affirmed SAP’s commitment to delivering the advanced innovations customers need to stay competitive: “As a strategic partner to our customers, we have an ethical responsibility to help them gain more from technology innovation over time, while leveraging best-in-class capabilities to accelerate Evolve what SAP has to offer. We are simplifying from every angle so that our customers can adopt easily and achieve business results faster.”
Barbara Rubis Linning, global vice president of products and engineering at SAP SuccessFactors, introduces the latest innovations and capabilities across the entire sales performance management solution set, including SAP SuccessFactors Incentive Management, SAP SuccessFactors Regions and Quotas, SAP SuccessFactors Agent Lifecycle Management and SAP SuccessFactors Agent Performance manage. With features such as territory planning and incentive compensation, SAP sales performance management solutions enable organizations to optimize their sales performance for better business results. This solution uses advanced capabilities, such as drive time analysis and maps to optimize areas, to streamline processes and streamline workflows so customers can realize value faster. The Horizon visual theme is continuously introduced on key management pages to provide a fresh and modern user interface (UI) to enhance user experience.
“We want our customers to have successful sales teams,” Lin Ning said. “Their success is why we continue to find new ways to integrate innovation and relevant capabilities into our product portfolio to accelerate business results. SAP is building intelligence that is relevant, accountable and reliable because we believe it can lead to smarter, data-driven decisions and lead to better sales performance. Our new intuitive user interface helps simplify tasks and puts people at the center of the business, increasing productivity.”
SAP SuccessFactors solution provides SAP natural language processing AI co-pilot Joule to help people use SAP business solutions to improve work efficiency.
Integration of sales performance management solutions with SAP Business Technology Platform and SAP Datasphere provides seamless access to instant data and analytics, enabling organizations to make informed decisions and drive sales success.
Win with sales compensation
As the most important link between an organization’s products and services and its customers, the sales team is the primary driver of profit growth for the entire organization. David Cichelli, revenue growth consultant at The Alexander Group, said in his speech “Leading Sales Design Compensation Projects” that correctly motivating sales teams requires using proven strategies and solutions to align compensation plans with organizational goals.
He recommends that sales compensation leaders adopt an annual review process that includes phases of assessment, strategy alignment, work group design and comprehensive communications. “Sales compensation design needs to reflect the consensus of key stakeholders: sales, finance, product management and human resources,” he said. “By following a proven design process, you can develop a compensation plan that is strategically consistent, effective, and motivating.”
Support customer success for better results
The summit showcased the SAP ecosystem and featured sponsored and informative sessions from SpectrumTek, Canidium, OpenSymmetry, Cahaba Consulting Group, The LC Firm and Aspire Digital.
SAP experts emphasized SAP’s message of continuous support for customer success: “We are here for you,” said Tak Kusano, global chief operating officer of SAP SuccessFactors. “SAP has a tight community of sales performance management experts who bring deep domain knowledge to this niche. This is why we are able to work so closely with our customers on roadmaps and product innovations such as artificial intelligence Consensus. We are passionate about bringing the best technology to SAP customers.”
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