Compass Software

  In the Sales 3.0 world that we live in today, the use of data and automation is simply non-negotiable. This is where sales performance management comes in. Sales management is changing. In the Sales 3.0 world that we live in today, the use of data and automation is non-negotiable. This is where sales performance management or SPM comes in. An innovative sub-discipline of management and sales, SPM takes traditional sales management and infuses it with the power of data to optimize the entire gamut of sales functions, from territory mapping and capacity planning all the way to incentive design and forecasting. To enable sales performance management to thrive in an organization, the use of technology is key. Homegrown software or, worse, data scattered across multiple spreadsheets won’t do the job. Enter SPM platforms. According to Gartner’s definition, these are software that packs an arsenal of “tools and process functions that automate and unite back-office sales p...

  Microsoft launched Excel in 1985 as a spreadsheet system to organize data in columns and rows to perform mathematical functions on the data. Excel is one of the most widely used business applications where the spreadsheet — a simple, flexible, and incredibly powerful tool — quickly became the lingua franca of business. Spreadsheets are now loved and loathed in equal measure. Their flexibility is useful, but also dangerous. The commonly held wisdom, backed by research, is that nine out of 10 spreadsheets contain errors , a sobering thought considering how far and wide the files are used in business and beyond. Spreadsheets have been at the center of misguided incentive calculation and payouts among many other hornets' nests because organizations of all scales, over all these years, have been forcing Excel to calculate incentives with thousands and hundreds of columns and rows for their massive workforces. And this is one of the biggest challenges that Compas...