Sales Compensation: Plan Design Fundamentals

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.

10 Ways to Measure the Success of an SPM Implementation

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

Concorde Problem in Sales Compensation

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

Navigating SPM Software Demos: What to Look for and How to Prepare

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

Why Spreadsheet Don’t Work for Sales Compensation?

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?

Fiscal Year Transition: Seven Mistakes to Avoid

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 Methodologies

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: Creating A Winning Battle Plan

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.

Sales Quota: Setting It The Right Way

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.

Spectrum Partner, Xactly, Offers Free Access to AlignStar for Businesses Impacted by COVID-19

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 planning. By doing so, businesses can better foresee the impact these changes will have on their organizations.… Continue reading Spectrum Partner, Xactly, Offers Free Access to AlignStar for Businesses Impacted by COVID-19