ISG Software Research Analyst Perspectives | Sales Performance Management

Closing the Talent–Tech Gap: A 100-Day Playbook for Modern CROs

Posted by Barika Pace on 21 January 2026

Revenue organizations are running out of room to hide. With increasingly complex buyer journeys, longer sales cycles and rising expectations for personalized outreach, today’s CROs face a mounting challenge: deliver predictable growth in a market that’s anything but predictable while simultaneously building a team that doesn’t burn out. ISG asserts that through 2027, more than one-half of... Read More

Topics: Sales Performance Management, Revenue Performance Management, Revenue Lifecycle Management, Office of Revenue - Business Technologies

The Revolution in Revenue in 2023: Ventana Research Market Agenda

Posted by Stephen Hurrell on 13 January 2023

Ventana Research recently announced its 2023 research agenda for the Office of Revenue, continuing the guidance we’ve offered for nearly two decades to help organizations realize their optimal value from applying technology to improve business outcomes. Chief Sales and Revenue Officers face an imperative to manage their sales and revenue organizations, but they don’t always have the guidance they... Read More

Topics: Sales, Analytics, Internet of Things, Data, Sales Performance Management, Digital Technology, Digital Commerce, Conversational Computing, mobile computing, Subscription Management, extended reality, intelligent sales, partner management, AI and Machine Learning

Improving the State of Analytics in Organizations

Posted by David Menninger on 24 February 2022

Despite all the advances organizations have made with respect to analytics, our most recent research shows the majority of the workforce in the majority of organizations are not using analytics and business intelligence (BI). Less than one-quarter (23%) report that one-half or more of their workforce is using analytics and BI. This is a problem. It means organizations are not enabling their... Read More

Topics: Sales, business intelligence, embedded analytics, Analytics, Data, Sales Performance Management, Digital Technology, Digital Commerce, natural language processing, Subscription Management, partner management, Collaborative & Conversational Computing

Xactly Advances Support for Revenue Performance Management

Posted by Stephen Hurrell on 15 February 2022

Revenue performance management and the role of revenue operations is moving to the forefront of sales organizations, aligning departments around a single view of the business with shared revenue targets and goals. This facilitates the needs of the sales department as well as customer experience, marketing and renewals. The concept of RevOps does not yet have a widely shared common definition... Read More

Topics: Sales, Customer Experience, Marketing, Sales Performance Management, partner management, Revenue Performance Management

The 2022 Market Agenda for Office of Revenue: New Performance Priority

Posted by Stephen Hurrell on 08 February 2022

Ventana Research recently announced its 2022 Market Agenda for the Office of Revenue, continuing the guidance we have offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes. Chief sales and revenue officers and their associated operations teams are experts in their respective fields but may not have the guidance needed to... Read More

Topics: Sales, Analytics, Internet of Things, Data, Sales Performance Management, Digital Technology, Digital Commerce, Conversational Computing, mobile computing, Subscription Management, extended reality, intelligent sales, partner management, AI and Machine Learning

The Necessity of Revenue Performance Management

Posted by Stephen Hurrell on 27 January 2022

Ventana Research was the first market research firm to focus on the emerging area of sales performance management (SPM), which we define as a coordinated set of sales-related activities, processes and systems that enable organization. Over the past decade, SPM has become more science than art. Properly managing a sales organization requires effective planning, which in turn requires key... Read More

Topics: Sales, Sales Performance Management

Why Revenue Planning Should be Continuous and Year Round

Posted by Stephen Hurrell on 02 December 2021

With the emergence of multiple selling channels and the rise of the subscription model, the need for a unified approach to revenue planning and execution should be a priority for every organization. As I have written about in my analyst perspective Revenue Management: The Opportunity for Innovation and Optimization, this need to unify the approach and focus on alignment across all revenue... Read More

Topics: Sales, Customer Experience, Sales Performance Management, Subscription Management, AI and Machine Learning

Revenue and Commercial Operations: The Difference Matters

Posted by Stephen Hurrell on 18 November 2021

The emergence of the Chief Revenue Officer (CRO) has mirrored the adoption of the subscription model and the development of multiple selling and buying channels over and above the traditional direct sales model, referred to as Revenue Management. Supporting the traditional sales team and management was the sales operations team with responsibilities around incentive compensation, territory and... Read More

Topics: Sales, Customer Experience, Analytics, Sales Performance Management, Digital Commerce, Subscription Management, partner management

Pricefx Optimizes Pricing for Profits

Posted by Stephen Hurrell on 12 November 2021

Traditionally, price management and optimization have been contained to certain industries, such as large-scale manufacturing and chemicals. Those industries involve potentially tens of thousands of stock-keeping units (SKUs) covering a wide variety of products and price points. For many organizations, pricing systems are “cost plus” or “follow the leader,” not typically designed to invoke... Read More

Topics: Sales, Sales Performance Management, Subscription Management

Palantir Earns Overall Digital Innovation Award for 2021

Posted by Mark Smith on 04 August 2021

The annual Ventana Research Digital Innovation Awards showcase advances in the productivity and potential of business applications, as well as technology that contributes significantly to the improved processes and performance of an organization. Our goal is to recognize technology and vendors that have introduced noteworthy digital innovations to advance business and IT. Ventana Research has... Read More

Topics: Customer Experience, Human Capital Management, Marketing, Office of Finance, Voice of the Customer, Continuous Planning, embedded analytics, Learning Management, Analytics, Business Intelligence, Collaboration, Data Governance, Data Preparation, Information Management, Internet of Things, Business Planning, Contact Center, Data, Product Information Management, Sales Performance Management, Workforce Management, Financial Performance Management, Price and Revenue Management, Digital Technology, Digital Marketing, Digital Commerce, Operations & Supply Chain, Enterprise Resource Planning, ERP and Continuous Accounting, Revenue, blockchain, natural language processing, data lakes, Total Compensation Management, robotic finance, Predictive Planning, employee experience, candidate engagement, Conversational Computing, Continuous Payroll, collaborative computing, mobile computing, continuous supply chain, Subscription Management, agent management, extended reality, intelligent marketing, sales enablement, work experience management, robotic automation, AI and Machine Learning, lease and tax accounting

Varicent Advances SPM and New Revenue Intelligence

Posted by Stephen Hurrell on 21 July 2021

As mentioned in my Analyst Perspective, Revenue Performance Management: Leadership and Operations for Optimal Outcomes, there is continuing pressure on sales leaders to deliver against sales targets in increasingly competitive markets. Among the various levers that sales leadership can use to support these efforts, are applications and processes that best position sales teams to achieve targets,... Read More

Topics: Sales, Analytics, Sales Performance Management, Price and Revenue Management, sales enablement, AI and Machine Learning

Sales Forecasting: Have the Process and Technology for a True Revenue Forecast?

Posted by Stephen Hurrell on 22 June 2021

There has been a lot of market activity around vendors offering sales-forecasting products (or functionality to address sales forecasting) as part of a wider technology offering for sales and revenue management. As I have discussed in my Analyst Perspective: The Art and Science of Sales from the Inside Out, the pandemic accelerated the prior trends that are now forcing sales leaders and sales... Read More

Topics: Sales, Office of Finance, Analytics, Business Planning, Sales Performance Management, Price and Revenue Management, AI and Machine Learning

The Science of Sales Professional Effectiveness

Posted by Stephen Hurrell on 10 May 2021

Observed both here and elsewhere, average sales quota attainments appear to be in an exorable decline. As I discussed in my recent Analyst Perspective, "The Art and Science of Sales from the 'Inside Out'," vendors of sales technology have reacted to this by adding a slew of new functionality including the potential for artificial intelligence (AI) to be a game changer for sales. One can argue... Read More

Topics: Sales, Human Capital Management, Analytics, Business Intelligence, Sales Performance Management, candidate engagement, sales enablement, AI and Machine Learning

SugarCRM Brings the Sweetness in AI Driven Sales

Posted by Stephen Hurrell on 04 May 2021

As I have discussed in my Analyst Perspective, The Art of Sales, from the Inside Out, the challenges facing direct sales leaders are not going away. Declining quota attainment, lack of visibility into deal health and difficulty in forecasting quarterly sales remain a challenge for sales leaders, resulting in a continuing reduction in duration of tenure. Increasingly, applications and tools that... Read More

Topics: Sales, Analytics, Sales Performance Management, Price and Revenue Management, sales enablement, AI and Machine Learning

Salesforce Service Cloud: Contact Center with Workforce Engagement

Posted by Keith Dawson on 24 March 2021

The modern contact center relies heavily on software that enables agents to perform multiple complex tasks while simultaneously managing the customer-facing side of interactions. This has allowed CRM vendors to build tools, such as agent desktop interfaces, that control virtually all aspects of the service environment. Salesforce has been steadily growing its influence over the service... Read More

Topics: Sales, Customer Experience, Voice of the Customer, Contact Center, Sales Performance Management, Workforce Management, agent management, sales enablement

Salesforce Sales Cloud: Evolving to Meet the 360 Needs of Sales

Posted by Stephen Hurrell on 18 March 2021

There is no doubt that the pandemic has accelerated the existing need for new technology that can help sales professionals do their jobs well in this quickly evolving market. In addition, market trends are driving the need for functionality that is aimed at the front-line sales professional and the manager, highlighting the demand for tools that can help arrest the decline in quota attainment, as... Read More

Topics: Sales, embedded analytics, Analytics, Internet of Things, Sales Performance Management, natural language processing, sales enablement, AI and Machine Learning

Revenue Management: The Opportunity for Innovation and Optimization

Posted by Stephen Hurrell on 15 March 2021

With modern enterprises adopting and expanding their digital business with subscription and usage business, organizations need to think beyond the primacy of sales as their source of business success. A sustained customer experience is key, representing an organizational and cultural shift from the traditional emphasis on new sales to an equally important focus on customer retention and... Read More

Topics: Sales, Marketing, Analytics, Product Information Management, Sales Performance Management, Financial Performance Management, Price and Revenue Management, Digital Commerce, Subscription Management

The 2021 Market Agenda for Office of Sales: The Revolution for Revenue

Posted by Stephen Hurrell on 25 February 2021

Ventana Research recently announced its 2021 research agenda for the Office of Sales, continuing the guidance we’ve offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes. Chief sales and revenue officers are experts in their respective fields but may not have the guidance needed to employ technology effectively. As we look... Read More

Topics: Sales, Analytics, Financial Performance, Internet of Things, Data, Sales Performance Management, Digital Technology, Digital Commerce, mobile computing, Subscription Management, extended reality, intelligent sales, partner management, Machine Conversational Computing, Office of Revenue, AI and Machine Learning

The Necessity of Sales Performance Management

Posted by Stephen Hurrell on 06 January 2021

True leadership is the ability to motivate sales organizations to perform at their best. But the demand to do so requires the support of an orchestrated process and tools designed to help sales teams work in a directed manner that can help attain quotas through compensation plans. To manage quotas and resources and optimize sales compensation, everyone in the sales organization, from managers to... Read More

Topics: Sales, Sales Performance Management, intelligent sales, sales enablement

Varicent: Symon.AI earns our 13th Digital Innovation Award for Office of Sales

Posted by Mark Smith on 15 October 2020

The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the performance of an organization. Our goal is to recognize technology and vendors that have introduced noteworthy digital innovations that advance... Read More

Topics: Sales, Marketing, embedded analytics, Analytics, Sales Performance Management, Digital Technology, intelligent marketing, sales enablement, AI and Machine Learning