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Sales Organizations

Glocent: Benefiting Sales Organizations

Sales organizations face certain challenges in managing sales performance, not the least of which is analyzing critical Sales Transaction Intelligence (STI). Many on-demand, Sales Performance Management (SPM) solutions focus on subjective, hard to quantify, sales performance measurements; and often rely on the sales team to measure their own progress. When the sales team is responsible for reporting their own sales, costly misreporting and calculation errors will occur. When this happens, everyone is working with inaccurate information; and implementing new sales strategies and calculating meaningful incentives becomes impossible.


In order to run efficiently, sales organizations need to accurately measure a sales force’s performance, based on accurate sales intelligence. Unfortunately, this remains one of the greatly untapped elements of sales performance management. Most, if not all, on-demand SPM solutions cannot accommodate the limitless variables and voluminous data needed for comprehensive STI analysis. Without a solid ICM tool, which accurately evaluates a company’s STI, an SPM solution can create more problems than it solves.

Sales organizations can only leverage a Sales Performance Management solution to the extent that it captures pertinent STI. By combining SPM with solid ICM capabilities, Glocent offers sales and finance organizations a way to accurately analyze STI, measure sales performance and easily manage the full spectrum of sales incentives. Glocent’s focus on STI enables companies to reliably compensate their sales teams for actual performance, while significantly reducing the ability to “game” the system.

Glocent’s infinitely flexible and robust ICM solution benefits sales organizations in several ways:

  • Uses quantifiable sales data to calculate incentive payments
  • Provides 100% accurate and reliable incentive reports to sales managers and executives
  • Full mobility for application management and reporting
  • Easy implementation of new sales incentive strategies
  • Tailored to fit the unique needs of the sales organization
  • Automates dispute resolution
  • Captures critical sales transaction intelligence

How can Glocent provide all these ICM tools with one IT solution?

Robust compensation solutions typically use data imported from CRM, ERP, HR Billing or Ordering systems, as well as external sales data from partners, agents or contractors. The Glocent 4.2 system can accommodate data from any number of sources, which allows the finance and sales management teams to accurately evaluate sales intelligence and calculate compensation payments. Analysts, management, payroll managers and the sales staff can all access sales incentive reports online or via smart phones. Glocent also provides 100% accurate and SOX compliant internal auditing reports of all sales incentive activity annually, monthly or on-demand.

With accurate intelligence analysis and reliable incentive payments, everyone in the sales and finance organizations are on the same page. The sales team can trust that they are being adequately compensated for their contribution to revenues, and management can trust that they are working with accurate sales data, which promotes more effective sales strategies and reduces misuse of sales plans. By automating the incentive process, the sales organization reduces administrative overhead through streamlining all activities related to sales intelligence gathering and analytics, calculations, disputes and reporting.

Glocent provides all these ICM tools through a web-based solution that can be hosted on a company server or accessed through a secure connection with our SAS 70 certified data center. Glocent also provides 24/7 customer support and consultation in order to meet the needs of your sales and finance organizations.

Transparency at the speed you do business!