The BeyeNETWORK’s Ron Powell recently interviewed Brian Hartlen, vice president marketing, Varicent Software Incorporated. In the exchange, Hartlen provides insight into how Varicent sales performance management solutions deliver a single application to allow sales organizations to see how they are performing and being compensated – quickly, efficiently and accurately.

“Sales performance management is now more relevant and necessary than ever,” says Brian Hartlen, vice president of marketing, Varicent Software Incorporated, during the interview. “Organizations are striving to find ways to better manage their territories, quotas and compensation plans and are looking for rich analytics and reporting to support decision making.”

Even with the current economic slump, companies are still dealing with intense competition, especially in their higher performing sales professionals. Top professionals help to drive sustainability for a company and therefore their happiness is imperative for a company relying on their sales revenues.

“They struggle with legacy systems, manual processes and spreadsheet solutions that do not provide them the information they need, nor the ability to implement changes quickly once those decisions are made. Varicent helps companies meet these needs.”

This solution also talks to the immediate needs of sales managers. These individuals are charged with ensuring their sales teams are not only achieving their sales goals, but also that they are growing their territory and outperforming their goals.

Hartlen highlighted that most sales professionals have only about 20 percent of their total work time to actually sell. Many of them are spending too much time trying to determine if they are being compensated correctly and how best to maximize the compensation plan they currently have. Varicent offers an alternative to these frustrations, solving these issues for the sales professional and allowing them more time in the field selling.

“Varicent provides a complete sales performance management solution offering organizations speed, flexibility and visibility into the management of their sales incentives, sales planning and sales performance,” says Ron Powell, co-founder and editorial director of the BeyeNETWORK.

Visibility and transparency are perhaps the most beneficial elements to a Varicent sales performance management system. Such capabilities ensures that every individual in the process knows what is going on and what to expect out of the sales professional’s efforts. When there are no surprises, a feeling of camaraderie flourishes and the sales professional receives the support – and the compensation – they deserve.

To listen to the interview, click here.

Varicent has allegedly proven the economy doesn’t have to spell doom for all companies. The organization announced last week impressive performance for the second quarter of 2009. Achievements include extensive global adoption of the company’s software, significant development of its flagship product and strong financial performance where revenues increased by more than 100 percent over second quarter 2008.