IBM Cognos Sales Performance Management is a complete solution that helps customers streamline administrative processes, drive desired behavior, and better manage sales resources.

 

  • Highlights
  • Incentive Compensation Management
  • Territory Management
  • Quota Management
  • Resources

IBM Cognos Sales Performance Management (SPM) delivers measurable improvements for organization’s finance, sales, human resources, and IT lines of business.

SPM automates the process of calculating and reporting variable-based pay, providing more visibility and accountability into one of their largest variable expenses.

With SPM solutions from IBM and DataClarity expertise, you can enable new kinds of compensation plans that drive desired sales behavior, reduce commission cycle times, and eliminate errors in overpayments.

Next Steps

Contact us today to learn how the IBM Cognos Sales Performance Management can help your company to improve performance – you can complete the form  or call us at 877-454-4898, and we would be delighted to consult with you and make specific recommendations.

What’s New

IBM Incentive Compensation Management V10.0 delivers a leading solution to organizations seeking to improve sales results and operational efficiencies with better management of incentive compensation plans, and smarter administration of sales territories and quotas.

Incentive Compensation Management V10.0 leverages IBM Design Thinking, which is a methodology applied to the design of IBM solutions that combines IBM knowledge, users of the Sales Performance Management or Incentive Compensation Management solutions, and experienced technology designers, developers, and engineers to deliver a unified user interface with an improved user experience.

Incentive Compensation Management V10.0 enhancements:

  • A complete redesign of the user interface in a modern, thin-client delivery model that enhances the user experience. Modules with a redesigned interface include Administrator, Scheduler, Workflow Manager, Portal Access, Presenter, Composer, Scenarios, Process Lists, Calculation Wizard, Data Source Wizard, Activity, and Calculate (for example, Process and Notifications). The redesign unifies the user interface and improves the user experience.
  • Newly added capabilities to deploy easy-to-use reports in a mobile device with an administrative viewer called Pulse. Pulse allows for the tagging of data in the model to summarize, compare, and share reports. After Pulse is set up and configured, administrators can quickly view individual reports and compare them to one another. Relevant report views can also be shared with front-line managers and payees where appropriate.

Automate variable-based pay programs for enterprise and midsize organizations

IBM Cognos Incentive Compensation Management enables organizations to automate the process of administering, calculating, reporting and analyzing variable-based pay programs. It enhances incentive compensation management by increasing accuracy, reducing costs and improving visibility into sales performance and compensation plans.

IBM Cognos Incentive Compensation Management can help companies to automate the process of calculating, reporting, and analyzing variable-based pay.The solution is well suited for organizations with high data volumes, a vast number of payee populations, and numerous complex incentive compensation plans.

Cognos Incentive Compensation Management delivers:

An intuitive, easy-to-use interface

  • Use wizards, drag-and-drop features and visual elements to streamline administration.
  • Organize compensation plans, calculation rules, workflows, reports and adjustments using a graphical compensation-plan design.
  • Design and build well-formatted and branded personalized compensation statements for each sales role.
  • Use prebuilt plan components such as non-recoverable and recoverable draws and prior-period adjustments.
  • Choose resources from a robust library of compensation plans, processes, connectors and reporting templates.
  • Use extensive audit log and compliance resources for reviewing activity and changes in the system, helping meet compliance and regulatory requirements.
  • Improve the accuracy, auditability and visibility in compensation management.
  • Minimize calculation errors that lead to commission overpayments and payment disputes.
  • Reduce administrative time spent calculating commissions by configuring data imports, creating and scheduling calculation rules, and producing compensation statements that are processed within hours instead of days.
  • Organize regular business processes (daily, weekly, monthly and annually) using prebuilt process lists that provide step-by-step lists of activities and tasks.

Reports, dashboards, analytics and modeling

  • Highlight individual performance measures, key performance indicators (KPIs), graphs and charts on dashboards and reports for each sales person.
  • Build a flexible data model that can accommodate data from transactions, products, customers and more from virtually any source system.
  • Create compensation plans with the desired performance measures and plan logic for commissions, bonuses, management by objective (MBO) and non-cash rewards.
  • Automate the process of identifying exceptions and calculate commissions accordingly.
  • Eliminate the need to manually manage splits, reassignments and other exceptions.

High performance and scalability

  • Create multiple plans with reusable components.
  • Process thousands, millions or billions of transactions through a high-performing calculation engine in minutes or hours.
  • Enable hundreds or thousands of users to access the solution simultaneously as the solution automatically scales resources.

Next Steps

Contact us today to learn how the IBM Cognos Sales Performance Management can help your company to improve performance – you can complete the form  or call us at 877-454-4898, and we would be delighted to consult with you and make specific recommendations.

Streamline assignments and align sales territories with corporate objectives

IBM Cognos Territory Management enables you to set up and process territory assignments and sales crediting. It helps ensure that the sales coverage and deployment model are aligned with corporate objectives and incentive compensation plans.

Cognos Territory Management provides:

An intuitive, easy-to-use interface

  • Use wizards, drag-and-drop features and visual elements for sales operations management and compensation administration, minimizing the dependency on IT support.
  • Set up and maintain an unlimited number of hierarchies and levels such as sales structure, customers, products, territories, geographic locations and named accounts.
  • Make changes to territory and crediting assignment rules while tracking historical information.
  • Access preconfigured dashboards and reports to see recent and historical activities, territory and crediting assignment gaps and conflicts, and audit information.
  • Set effective dates for all configuration settings, so you can make changes while retaining previously-configured territory and crediting rules that have been processed.

Territory, crediting and transaction management

  • Configure territory rules that are executed in order of precedence using one or more attributes to evaluate and define territory definitions and territory assignments. Exception roles can also be created.
  • Set up crediting rules that are executed in order of precedence using one or more attributes to evaluate credit assignments. Exception roles can also be created.
  • Allocate millions of transactions in record time using a high-performance platform that includes monitoring and elastic computing to increase processing resources when workload increases.
  • Import reference and source data with no advanced extract, transform and load (ETL) processes required. Source data can be sales transactions or other sales activities such as sales opportunities.
  • Configure security privileges, by user and role, for system and data access.

Reports, dashboards and analytics

  • View territory and assignment rules that are over or underutilized or are causing transaction assignment discrepancies.
  • Use a standard dashboard to display events metrics, trends and how territories have been configured.
  • Use the sales crediting output as input to the compensation plan calculation engine. Sales crediting output can be fully integrated with IBM Cognos Incentive Compensation Management or provided as a data integration point to other systems.

Next Steps

Contact us today to learn how the IBM Cognos Sales Performance Management can help your company to improve performance – you can complete the form  or call us at 877-454-4898, and we would be delighted to consult with you and make specific recommendations.

Plan, manage and distribute quotas to drive sales performance

IBM Cognos Quota Management enables sales professionals to more efficiently plan, manage and distribute quota assignments that meet revenue expectations and increase sales performance. This product enables organizations to model the financial impact of proposed quotas prior to rollout for cost management and budgeting; report on quota attainment and pay distribution to improve incentive plan effectiveness; and ensure alignment between sales professionals and corporate objectives.

Cognos Quota Management provides:

An intuitive, easy-to-use interface

  • Use wizards, drag-and-drop features and visual elements to streamline administration.
  • Set dates for each milestone of the quota planning process, increasing the profile of the time-sensitive nature of the planning cycle.
  • Set effective dates for all configuration settings, so you can make changes while retaining previously configured settings
    for quota distribution.
  • Use prebuilt templates to create unique templates for your quota planning and distribution process.
  • Use reports and dashboards to view processes, quota distribution and allocation, and more.

 Flexible, collaborative workflow processes

  • Use a top-down, bottom-up or hybrid approach to quota planning and allocation.
  • Incorporate user participation into the quota planning, setting, review and approval processes so that quota values are distributed fairly, and everyone involved at all levels agree that the quotas are attainable.
  • Make changes to quota assignments as needed to help ensure continuous revenue growth, target achievement and sales motivation.
  • Configure security privileges, by user and role, for system and data access.
  • Use the existing hierarchies configured in IBM Cognos Territory Management or define new hierarchies.

Next Steps

Contact us today to learn how the IBM Cognos Sales Performance Management can help your company to improve performance – you can complete the form  or call us at 877-454-4898, and we would be delighted to consult with you and make specific recommendations.

Case Studies and Demos

White Papers

Data Sheets

eBooks & Analyst Reports

Next Steps

Contact us today to learn how the IBM Cognos Sales Performance Management can help your company to improve performance – you can complete the form  or call us at 877-454-4898, and we would be delighted to consult with you and make specific recommendations.