Best-in-Class Workforce Management Software from Industry Experts

If The World Of Sales Has Changed, Why Are Sales Managers Repeating The Same Old Steps?

February 5th, 2015 | Posted by Apex Time Solutions in Time and Attendance On-Demand | Workforce Analytics | Workforce Management Solutions - (Comments Off on If The World Of Sales Has Changed, Why Are Sales Managers Repeating The Same Old Steps?)

The answer to this question is very simple. Some sales managers are not engaged in the field and so, they lack the basic knowledge to understand that selling in today’s highly competitive market-place is different to what they knew, when they were sales reps themselves.

Take for instance; sales managers still requiring their reps to make 90 or more cold calls per day? Most decision makers do not answer their phones and when they do, it’s to speak to someone that they know as oppose to accepting a call from a stranger who’s calling to pitch their wares. Another activity that’s common with many sales managers is a sales forecast, based on the amount of phone calls, meetings and presentations. Forecasting sales goals is a necessary process and, we would further argue that it’s extremely important for every company-since the life blood of an organization is predicated on sales. However, a sales forecast based on conjecture and guessing should not be created at all, if that’s its sole purpose. Unless the customer has committed to buying the product, adding a meeting, phone call or sales presentation to a forecast is the quickest path to the disappointment.

One of the more poignant articles titled “Stop Guesstimating Your Sales Forecast” written by Matthew Bellows for Harvard Business Review reads, in part;

“The performance of the sales team has always been the most measurable in a company. At the end of every week, month, quarter and year, the result of sales activity is shown on the top line for all to see.

There are two reasons. First, the obvious: the higher you go in the organization, the less connected you are to the deals happening beneath you — and the more vulnerable you are to individual reps or teams, either purposely or subconsciously, altering their pipeline projections to suit their needs. This is no different from how people in non-sales functions push to create budgets and targets they know they can beat.

The second reason for the sales manager’s pain is that when it comes to gathering data about upcoming sales possibilities, companies and CRM systems rarely measure anything real. For most kinds of business-to-business selling, your CRM database is an outdated collection of anecdotes and guesses. The fewer the deals, and the longer the sales cycle, the less your “data” matches reality. The stuff that does get accumulated in spreadsheets and CRM systems looks like data — there are dollar signs and probabilities next to prospect names — but it’s not. It’s really just the opinions, guesses, estimates and suppositions of your sales team.”

Change is a difficult process for human beings to accept, some more so than others and, in the case of some sales managers adapting to change, is simply not part of their DNA. A passage from an article on and written by Scott Gillum reads; “Research from Google and CEB titled The Digital Evolution in B2B Marketing provides new insight into buyer behavior, and it challenges the conventional wisdom. According to the study, customers reported to being nearly 60 percent through the sales process before engaging a sales rep, regardless of price point. More accurately, 57 percent of the sales process just disappeared.” Maybe it’s time for some sales leaders to rethink what goes into that sales forecast and if nothing else, understand the new way of selling and then adapt their approach.

To learn about ATS Attendance OnDemand go to our website. You can also register for one of our live webinars or join the conversation on LinkedIn or Twitter.

If The World Of Sales Has Changed, Why Are Sales Managers Repeating The Same Old Steps?

The headline has a nice ring to it and its one that some project leaders like to cling to, but in reality, when installing an employee attendance system, consideration should be given to how that system is going to function after 5 years. There is nothing wrong with wanting your investment to stretch as much as possible- however, expecting your investment in a time and attendance solution to live far beyond its useful life is a sin we have, all committed at some point or another.

If your company likes the idea of an installed product that leaves you worry-free of software licenses and server updates, then you might be better off with a cloud-based solution. And with cloud technology, you get:

Data Integration: Easy integration to ERP, CRM, Talent Management, Payroll and HRIS makes your employee time management worth the investment. Not to mention it also cuts down on manual data entry.

Visibility:  Up-to-the-minute labor and business analytics and the best part, elimination of paper-based time-sheets.
Scalable: Configure and add modules as you need them
Updates:  Software delivered, requiring no additional costs
Efficient: Cloud delivery eliminates on-premise IT costs
Anytime, Anywhere:  Just imagine being able to access your data from any workstation or mobile device 24/7, 365 days a year? Now, that’s what we call modern technology.
Global: Multi-site, multi-subsidiary workforce intelligence scales as you grow.

ATS On-Demand helps growing businesses to cut their IT and payroll costs, access their time and attendance data from anywhere and improve operational excellence.

To learn more or to view a demonstration, go to our website.

Just Install And Forget It

Software as a service (SaaS) or cloud-based (as it’s also referred to) time and attendance is on par with today’s transformative technology. It was just a few years ago that many companies were deploying customer relationship management applications (CRM), payroll and HR software on servers. And, while some still do, SaaS has simply disrupted the traditional method of deploying business management software.

Why Cloud-Based Software Instead Of On-Premises?

Here are some of benefits that our customers have gained by deploying ATS SaaS time and attendance:

Cost- ATS SaaS time and attendance is a ‘pay as you go’ which means you only for services that you need. If you are looking to implement a brand new time and attendance solution – it can be summed up as an operational expense whereas on-premises would be considered a capital cost. The scalability of ATS time and attendance is designed to give our customers a clear idea of what their monthly costs will be. This allows for much more accurate budgeting.

Data integration-ATS SaaS time and attendance was designed to allow application programming interface (API) connections to talent management, job costing, human resources software, ERP, and CRM applications. No more keying employee hours, labour and job codes manually in to an accounting or payroll software. After all, who wants to anyway?

Deployment- Implementation that takes years still exists in the world of on-premises software, although that can mitigated in companies that have a project leader. If the implementation of your time and attendance requires the purchase of a sizeable investment in a server, you are better off, with the SaaS option.

We realize that every company is unique, and in some cases, a cloud-based solution may simply not work in your business environment. That being said, when you consider the advantages, we think it’s worth serious consideration. To learn more or to download the full copy of “cloud-based time and attendance vs. on-premises” contact us.

On-Premises VS Cloud-Based Time and Attendance



You would not buy a pair of shoes after trying on one shoe. The same principle applies in choosing a time tracking software. At the very least, figure out whether your requirements can be met by asking questions about the hardware as well as software. The market-place is fraught with time and attendance solutions. And different vendors offer different solutions; some offer integration to CRM, HRIS, Payroll, ERP and Talent Management applications, while others offer different deployment options and a bevy of modules that can meet the needs of the largest companies. While all these applications serve a purpose and there may be some similarities with their functionalities, there will be differences in the way they operate.

Once you find the time and attendance solution that will fit your organizational needs, you can look for scalability. Don’t fall in love with a solution based purely on price or on a set of bells and whistles that you will probably never use. At the heart of your employee time and attendance software should be its ease-of-use and instant user base statistical data analysis. Who wants to go through five or more steps to access one report? By the same token, the application should be scalable enough to grow with your business.

Choosing the right time and attendance system to meet your business needs, is like choosing which shoe to buy.  You want to give those pair of shoes several glances, put them and then walk in them and see how they feel.  Your company’s chosen time tracking solution should manage your company’s specific business operations, complete with, real-time reporting capability and the ability to give you the control and insight you need to grow now and into the future.

To learn more, join ATS product team on Friday, June 20th at 1:00pm eastern for a live webinar on how to “Automate to Supercharge your Business”.

Did You Try The Pair Or Only One Shoe?

For some companies, happy and engaged employees are important to them. Others, who are perhaps, cognizant of a tight employment market, do see the need or feel it’s their responsibility to ensure there is engagement within their workforce. Employee engagement can mean different things to different employees and employers. There are numerous surveys and online webinars designed to help companies understand the benefits of an engaged workforce.

Kevin Kruse, contributor to wrote an article, titled “What Is Employee Engagement”. Here are excerpts of the article that we believe succinctly, describes employee engagement.

“Employee engagement does not mean employee happiness. Someone might be happy at work, but that doesn’t necessarily mean they are working hard, productively on behalf of the organization. While company game rooms, free massages and Friday keg parties are fun–and may be beneficial for other reasons–making employees happy is different from making them engaged.

Employee engagement doesn’t mean employee satisfaction. Many companies have “employee satisfaction” surveys and executives talk about “employee satisfaction”, but the bar is set too low. A satisfied employee might show up for her daily 9-to-5 without complaint. But that same “satisfied” employee might not go the extra effort on her own, and she’ll probably take the headhunter’s call luring her away with a 10% bump in pay. Satisfied isn’t enough.”

Another example of an unengaged employee might be; Tracy is a sales rep for ABC Company that sells billing software to the healthcare industry. She has been working for the company for 2 years and meets her target every quarter. It takes her 4 hours to drive to work both ways each day. One day, she approaches her supervisor and asks if she can work one or two days from home. Her reason, a lot of her work is done by phone and through web demonstrations. She has access to the company’s online CRM tool, punches in and out through the company’s online timesheets, and is in constant contact with her supervisor each day. The supervisor says no and his reason is simple. “We have always done it this way”. After hearing an explanation like this, it’s possible, while Tracy might be looking for a new one. While this story is fictitious, its purpose is to simply illustrate one reason why employees in a company might be disengaged.

Many of today’s companies are using software tools and other management strategies to gauge employee engagement. Does your company use any tools analyze workforce engagement?

Employee Engagement Is The New Norm

Companies that implement an on-demand time and labour solution will yield tangible cost reductions in both IT staff and hardware infrastructure. In addition to those benefits, a cloud based time and attendance allows access to view reports from anywhere from virtually any computer, playbook or smart phone that has access to the Internet. Because of such impressive benefits, interest in on-demand time and attendance is growing and installations are multiplying.

ATS Time and Attendance On-Demand is the most comprehensive workforce management solution for mid-sized and large organizations businesses looking to connect and access intelligent insight that drives global growth and profitability. ATS TimeWork Time and Attendance delivers the best of both worlds—providing you the freedom to choose between our On-Premises and On-Demand Solution. These solutions help companies retrieve employee data from various areas of their business in real- time, bringing production and front office operations into alignment.

ATS Time and Attendance On-Demand help companies:

Business Analytics
Transform disparate data into meaningful and powerful data analysis and reporting of ATS Time & Attendance. The integrated business intelligence tool allows you to access critical data to identify issues early in order to make an accurate analysis and take timely action to improve performance.

Human Resources, CRM, Talent Management and Payroll:
ATS industry-leading, comprehensive time management solution helps companies simplify payroll administration, automate tasks, and ensure your HR and other related data is accurate and complete.

Data Collection and Job Costing:
ATS Time and Attendance solution provides an alternative to manual time and attendance systems. The Solution streamlines attendance processes, cuts down on payroll time and costs and eliminates costly errors. The job costing module allows companies to track projects by quantity, by the hour, or cost, and compare planned jobs and budgets with actual jobs and budgets.

Numerous organizations struggle with streamlining costs and are unsure of how to track the productivity of employees. ATS Time and Attendance solution automates the calculation and reporting of hours worked and paid time off based on your company’s pay policies. This makes it easier for you to manage labour costs, control overtime, and empowers your workforce with self-service access to hours, schedules and vacation balances. 

To learn more go to our website to view a demonstration of ATS TimeWork Time and Attendance.

ATS TimeWork Time and Attendance is an award-winning workforce management solution that allows organizations to reduce payroll costs, work more productively and compete in today’s global economy. ATS time and attendance provides midsized and large businesses across Canada and North America with the tools to streamline your current business processes, and comply with collective bargaining agreements and labour law regulations. ATS Software as-a-Service (SaaS) gives you the power and functionality of an integrated application that includes the following imbedded modules: benefit accruals, overtime equalization, business intelligence, labour analytics, forecasting, employee scheduling and employee time clocks.

The Power of Web Deployment
ATS SaaS time and attendance deployment takes place in weeks not months or years. ATS intuitive software solution comes with inherent flexibility, power and security all managed and hosted by our state of the art data centre. The ATS SaaS time and attendance is ideally suited for organizations looking to have their system up and running quickly with affordable monthly payments in contrast to huge capital outlay. ATS SaaS time and attendance reduces the need for an internal IT infrastructure and provides a secure, cost-effective alternative for companies currently running critical business applications.

 Data Integration
Customers looking to integrate their HRIS, Payroll, Talent Management, CRM and other third-party applications will realize this initiative with the ATS open database structure.  For example, payroll can connect important business analytic information directly to operational managers and executives, HR connects key functional departments for better results and sales manager can track and control sales pipelines, resulting in shorter sales cycles, more closed deals, and higher revenues.

 Add as You Grow
Our flexible deployment allows you to grow your company without growing IT resources. Add more users without worrying about installation, configuration, and support of additional hardware and software. With ATS SaaS time and attendance, you can extend your mission-critical business applications across Canadian and US regional offices without the need for local IT support or infrastructure.

Training and Support
Your solution is managed by a team of industry veterans with deep expertise in the world of time and attendance management and application hosting. Our ongoing maintenance and upgrades include a fully automated backup and a disaster recovery plan that protects your investment.  Our North American network of implementation analyst and support representatives can provide you with on-site training, consulting and implementation assistance to help you realize a rapid return on your investment.

To learn about ATS Time and Attendance Solutions go to our website. You can also join the conversation on our Twitter or LinkedIn page.

Today, more than ever, companies are keenly aware what type of functionality that need in an employee time management solution. Oddly enough, when shopping for a time and attendance system, these same companies forget their requirements and opt for a solution based on its price. We do agree that price is important but when selecting a time an employee time management solution, it is important to make sure the product matches your requirements. Otherwise, you will be selecting a solution that meets some of your requirements while everything else is blurred by the attractive price point.

Every company has specific needs when it comes to a time and attendance comparison. And, assuming every solution is the same can be costly and present problems when it comes time for implementation. You may have determined that the multiple spreadsheet approach to keeping track of employee hours, vacation and pay policies has become too complicated and time-consuming. It’s important that you get your key operational personnel involved as you assess the needs of your organization pertaining to your time and attendance comparison.

After sales support should be an important element within any time management solution comparison. Look for a company that can prove a level of support that meets your company’s expectations and ask for references that support such claims. All too often companies rely on flashy demos that create an illusion of what’s to come. And when a time and attendance solution is selected is based on flash you are usually buying a bill of goods.

Of course some companies have had bad experiences but, that’s not only with time and attendance. Has your company purchase a CRM, Talent Management or HRIS software based on price? If so, is it still meeting your needs? If not, why? Share your stories, good and bad.

To learn more, go to our website. You can also download a copy of our white paper “How to select a time and attendance solution”.