You’re probably thinking, ‘What’s this Concorde Problem, and how does it impact sales compensation? Let’s dive in…! Super Sonic Concorde Airplanes Concorde was the most advanced passenger airliner ever made. It could ferry passengers from New York to London in 3 hours, that’s half the time a Boeing 747 takes. With the pointy nose and… Continue reading Concorde Problem in Sales Compensation
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 organizations start with just one component of SPM – Incentive Compensation Management (ICM) – and then… Continue reading How to Pick the Best SPM Architecture for Your Organization
Territory Management is the holy grail of any sales compensation program. This blog provides a step by step plan on how to get it right.
Territory Management is the holy grail of any sales compensation program. This blog provides a step by step plan on how to get it right.
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 and within budget, it is a success. The problem with this approach… Continue reading 10 Ways to Measure the Success of an SPM Implementation
When it comes to evaluating Sales Performance Management (SPM) software, such as CaptivateIQ, SAP, Varicent, or Xactly, going through a software demo is a pivotal step in the decision-making process. While demos offer a glimpse into the capabilities of the software, it’s essential to approach them strategically to sift through the marketing hype and make… Continue reading Navigating SPM Software Demos: What to Look for and How to Prepare
You work for a fast-growing company with a vibrant sales organization. You feel good about the company’s performance, but when it comes to managing sales commissions – your commission operations team slogs within a pile of spreadsheets to prepare commission statements for every individual sales rep. Every month, your ops team and sales management deal… Continue reading Why Spreadsheet Don’t Work for Sales Compensation?
Territory Management is the holy grail of any sales compensation program. This blog provides a step by step plan on how to get it right.
Territory Management is the holy grail of any sales compensation program. This blog provides a step by step plan on how to get it right.
Quota setting is the holy grail of any sales compensation program. This blog provides a step by step plan on how to get it right.
