With its new forecast software, Hewlett-Packard (HP) benefits those weeks it a big bang started it two years ago. 25,000 commercial computer business now receive their letter of objectives for the next six months. This is a first
Previously this document. – Which sets for each vendor’s sales quota to achieve with its customers – was sent to them, at best, at the end of the first month the period. It then remained for five or even four months to achieve the expected performance. “A seller who has goals sooner is better” , said Yves Cabanac, head of sales compensation HP. More commercial start early to work with specific objectives, the more they relate to their employers.
In 2013, the decision was taken at HP replace all of its forecasting tools business. With two expectations: reliable results and the ability to edit the letters of goals early periods of six months. “We made this change in our country subsidiaries to ensure that the result would be convincing” said Yves Cabanac. Able to brew large amounts of data available online, the new software allows business planners to perform complex calculations in a very short time. By accelerating the mixing of data, it alleviates a little pressure that rests on the shoulders of business planning teams.
An error rate close to 2%
Because set goals shopping is both a timely and quality history. Too soon, business planners take the risk of misunderstanding in their market analysis and determine too low a target. Which can be costly to the company, which pays merit its sales force. Too late, recent progress blindly and wonder. The software offers the luxury business planner to adjust forecasts to the end.
This global project has cost several million dollars, but has already been amortized. “We have improved our error rate on the objectives of 0.05%, the added value is enormous,” , welcomed the boss of compensation trade. The error rate is now close to 2%. Now Yves Cabanac sees further. “In 2016, some of the commercial will have quarterly targets” , he announces.
Note
In 2015, Hewlett-Packard is expected to split into two entities, Inc. HP and HP Enterprise.
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