Our partner, Xactly, is making its sales territory design and planning solution, AlignStar, available for free to businesses impacted by COVID-19. This will allow companies who are currently resource-constrained to quickly model and visualize what-if scenarios for...
Sales performance management (SPM) systems hold great promise. But they can also be complex – and sometimes they fail. After nearly 15 years of experience implementing SPM software, we’ve come to recognize the key reasons why some projects just don’t work. Before you...
How do you measure the success of a sales performance management (SPM) implementation? The conventional way is to compare the plan against the actual timelines and budget of your initial SPM implementation plan. In that scenario, if the project was completed on time...
Beyond Commissions Basics: How to Implement Commission Capitalization (ASC340-40) using SAP Commissions
As a result of ASC606, there is a continuous need from Commission Accounting to capitalize commissions. Businesses are in dire need to automate the manual process of capitalizing commissions in order to comply with ASC606. As long as the function can be narrowed down...
We’re in uncharted territory dealing with the personal, social, and business ramifications of COVID-19. Earlier I wrote about how companies can change their sales compensation plans as we neared the end of Q1. Regardless of how your organization handled Q1, you are...
While sales performance management (SPM) software has been around for two decades, many organizations still struggle because of a lack of comprehensive and well-integrated technology architecture. There are many reasons for this, but the primary reason is that most...
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