Varicent report cover                         Sales Performance Management Vendor: Varicent

We spent time at the HR Week conference with an executive of Varicent and received a brief product demonstration of their Sales Performance Management solution.

We developed a summary report on their offerings and the company. An excerpt from the Prognosis section of the paper states:

We believe Varicent’s focus on large companies and larger midmarket companies is correct.  We believe there is a genuine need for an inexpensive solution in this space particularly given the pressure on businesses to be more nimble and more agile.  This increased dynamism in business today will no doubt continue to place pressure on sales management to materially and constantly change its sales compensation schemas.

 We also like sales performance management solutions as a productivity improvement tool for sales professionals.  We have witnessed firsthand the lack of a single book of record with which sales professionals can see and/or dispute the way their commissions are being calculated.  The elimination of all of the wasted time and energy spent arguing over whose spreadsheet has more accurate data will boost productivity simply because it frees up sales professional time to spend on customer facing initiatives.”


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