The Growth and Performance Diagnostics Initiative: A Multi-Dimensional Framework for Sales Performance Analysis and Management

Moninder Singh (), Debarun Bhattacharjya, Léa Deleris, Dmitriy Katz-Rogozhnikov, Mark Squillante, Bonnie Ray, Aleksandra Mojsilovic, Deepika Kakrania, Avijit Saha, Jing Fu, Christian Barrera and Jonathan Richard
Additional contact information
Moninder Singh: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Debarun Bhattacharjya: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Léa Deleris: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Dmitriy Katz-Rogozhnikov: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Mark Squillante: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Bonnie Ray: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Aleksandra Mojsilovic: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Deepika Kakrania: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Avijit Saha: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Jing Fu: IBM T. J. Watson Research Center, Yorktown Heights, NY 10985, USA
Christian Barrera: IBM Business Performance Services, Armonk, NY 10504, USA
Jonathan Richard: IBM Business Performance Services, Armonk, NY 10504, USA

Service Science, 2011, vol. 3, issue 1, 82-98

Abstract: Often there is substantial disparity in sales performance across various units of an organization. It is crucial to model the effects of various drivers/inhibitors on sales performance, particularly those that can be acted upon, since insight into such drivers/inhibitors is essential for determining optimal actions for improving performance. We present a framework for sales performance diagnostics which focuses on: (1) modeling and quantifying the effects of various factors on multiple sales performance metrics to help identify actionable factors that can impact performance; and (2) providing scenario analysis and optimization capabilities to understand the effects of taking various actions on sales performance, as well as to suggest the best possible actions to achieve certain objectives given current constraints. We describe an implementation of this framework at IBM and provide examples of analyses to demonstrate how it can be used to support sales performance initiatives. [ Service Science , ISSN 2164-3962 (print), ISSN 2164-3970 (online), was published by Services Science Global (SSG) from 2009 to 2011 as issues under ISBN 978-1-4276-2090-3.]

Keywords: salesforce; sales performance; performance diagnostics (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:inm:orserv:v:3:y:2011:i:1:p:82-98

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