Visier People® Sales Attainment

Introduction

Visier People^® Sales Attainment helps organizations answer all their important questions about sales performance.

Our comprehensive offering empowers you to effectively explore sales performance at the overall, team, or individual level. It enables you to identify the drivers of high sales achievement and understand the relationship between people factors, turnover, and engagement on sales performance.

Leverage extensive best practice content and insights. Filter our out-of-the-box content to sub-populations or specific time periods, or use them as a starting point to create your own visualizations and insights unique to your needs.

Visier People^® Essentials is required as a prerequisite to purchasing Sales Attainment.

What value is delivered?

Visier People Sales Attainment is designed to enable an organization to support the exploration and analysis of sales performance. The unique problems solved by Visier People Sales Attainment are listed below:

• Measure Sales Performance: Provides a comprehensive overview of sales performance at the organizational, team, and individual levels. It enables organizations to track generated revenue, evaluate target achievement by the sales force, analyze average deal size, assess discounting practices, and identify variations across territories, teams, and individuals.
  
  Why is it important? Sales performance data provides valuable insights that help organizations make informed decisions. It allows them to identify trends, patterns, and areas of improvement. With accurate and up-to-date visibility, organizations can optimize their sales strategies, set realistic goals, allocate resources effectively, and make informed decisions about product offerings, pricing, and expansion plans.

• Identify Sales Drivers: Provides valuable insights into the relationship between sales performance and people factors. It helps organizations identify common traits among high and low sales performers, assess the productivity of sales employees based on tenure, investigate the impact of learning activities* on sales effectiveness, evaluate promotion practices tied to sales attainment, and understand the effects of turnover or engagement on sales performance.
  
  Why is it important? Identifying people factors that drive sales allows for ongoing evaluation and continuous improvement of sales strategies and processes. By monitoring and analyzing the impact of different people factors on sales performance, organizations can make data-driven adjustments and refinements to their sales approaches. This iterative approach leads to continuous improvement, optimized sales techniques, and better overall business results.

*Learning activities are available under the Visier People® Learning and Development application.

What do I get with Visier People^® Sales Attainment and what do I need to provide?

With Visier People Sales Attainment, you can access:

• 10+ metrics

• 25+ questions

• 5+ stories & dashboards

• And build unlimited content

To unlock the full potential of Visier People Sales Attainment, you have the opportunity to provide data such as: salesperson employee ID, detailed sales targets, opportunity stage and close date, total price for the sales opportunity before discount, the actual amount paid and the currency.

What does this enable? This information enables you to calculate metrics such as the average deal size, average sales discount, total revenue, and deal count. Additionally, you can compare deal prices before and after discounts, and assess target achievement by comparing actual sales to targets at the organizational, team, and individual levels. Utilizing this information, you can answer critical questions such as:

Overall Sales Performance

• Did the sales force achieve its revenue targets?

• What is the average deal size?

• How much discounting is occurring?

• How does sales performance vary across geographic regions?

Individual Sales Performance

• Who achieves their sales targets?

• Who are the lowest-performing sales employees?

• Which sales employees generate the highest return on compensation?

Performance Drivers

• Are longer-tenured sales employees more productive?

• Does learning increase sales performance?

• How do promotions affect sales performance?

• Which employees could succeed in a larger sales role?

Turnover Impact

• How does turnover affect sales performance?

• How will the sales organization be impacted by future exits?

• Why are sales employees leaving the organization?
  

For more information, please refer to the following documents:

• Data Dictionary: Provides comprehensive information about the data elements.

• Application Definitions: Provides an extensive list of metrics, dimensions, content, and guidebooks that will be lit up once we have loaded these data elements.