Over the last few months, I’ve noticed a shift in conversations with sales compensation and IT leaders. A question that many of us thought was settled is quietly resurfacing: Should we build our own Sales Performance Management (SPM) platform? Having spent 20+ years in the SPM ecosystem—and the last 15 implementing platforms like Xactly, Varicent,… Continue reading Is the “Build vs Buy” Debate Back in Sales Performance Management?
In the world of sales, compensation accuracy is crucial. Errors in commission calculations can lead to employee dissatisfaction, diminished trust, and financial discrepancies. Fortunately, automation has transformed sales compensation processes, ensuring accuracy, efficiency, and fairness. Eliminating Human Errors Manual data entry and calculations leave room for mistakes. A simple misinterpretation of a formula or a… Continue reading How Automating Sales Compensation Drives Accuracy and Efficiency
Did you know that companies with optimized territories experience an average 15% increase in sales revenue? This compelling figure underscores the critical role that territory management plays in driving sales success. Without a strategic approach, sales teams risk inefficiencies, customer overlap, and missed opportunities. Let’s dive into why effective sales territory planning is crucial, explore… Continue reading Best Practices for Territory Management in Sales Performance
I am super excited to share the news that Spectrum Technologies is now recognized as a Certified Partner of CallidusCloud. This makes us a member of an elite group of five consulting companies across the globe, of which two are Deloitte and Accenture…
The past few years have seen rapid growth of new job functions like Sales Enablement and Sales Effectiveness. Until 5 years ago, these functions were outsourced to external consultants, but now they are fast becoming an integral part of Sales Operations…
