eBook: The Top Five Reason Sales Performance Management Projects Fail

eBook: The Top Five Reason Sales Performance Management Projects Fail

eBook

The Top Five Reason Sales Performance Management Projects Fail

It’s no surprise that Sales Performance Management (SPM) projects are highly complex. After all, the skillset required not only to plan, but also to successfully pair human-centric processes with the right technology is incredibly specialized. Therefore, if that skillset isn’t present, is it any surprise that few SPM projects are rarely completed on time or within budget?  

So, with that said, here are five of the top reasons why SPM implementations fail.

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eBook: Looking for  SPM Software? Why engaging a consultant  is a good idea.

eBook: Looking for SPM Software? Why engaging a consultant is a good idea.

eBook

Looking for SPM Software? Why engaging a consultant is a good idea.

Over the last few years, the Sales Performance Management (SPM) market has grown with many new vendors and with the frequent introduction of new software features. All these choices can lead to confusion and frustration in the selection process of a new SPM tool.

Some common dilemmas companies face include:

  • Cloud versus On-premise
  • Subscription versus License based
  • Pure play SPM versus extended capabilities
  • Ease of integration with legacy systems
  • Security and regulatory conformance

So, while the current scenario has widened the options available, it has also made the task of selecting an SPM vendor much more difficult. As a result, many organizations struggle in their selection process, often ending up with a system that is either too complex or wholly insufficient in meeting their needs.

Download the eBook

Headquarters

1202 Kifer Road
Sunnyvale, CA 94086

Phone

1.408.418.4996

Regional

Northwestern US, Bellevue
3600 136th Pl. SE Ste 300
Bellevue, WA 98006

Asia, India
Indus House, Plot No. 76
Sector 19A, Vashi,
Navi Mumbai, Mumbai

Let's work together 

13 + 6 =

eBook: Facing failing or “broken”  SPM / ICM Systems puts your company in jeopardy

eBook: Facing failing or “broken” SPM / ICM Systems puts your company in jeopardy

eBook

Facing failing or “broken” SPM / ICM Systems puts your company in jeopardy

Over the past few months that statement and similar sentiments have been aired by at least four companies. All were using Gartner defined Sales Performance Management (SPM) “Leaders,” yet all believed their SPM system was failing them. The companies complained about the lack of flexibility to adapt to their changes and some were moving to manual processes to get commissions calculated.

Speaking further with these companies highlighted the same core issue at each firm, finding it had very little to do with their SPM technology and everything to do with their staffing decisions. For instance, one of these companies had been successfully operating their sales compensation system for over three years. Three years of success and then the only trained person to maintain and operate the system left the company and, much to its surprise, everything came to a screeching halt.

The company blamed the software for not being flexible enough and has since sought and purchased a new system. While it’s easier to blame a vendor than to accept responsibility, this company was operating with the naïve assumption that anyone could step in at any time and keep the system running.

IC systems are complex and require the proper staffing, training, and maintenance to keep them operating smoothly. Single points of failure are never safe—would you fly with only one pilot?

Maybe it was the original sales pitch that told them how easy things would be that led them to this point? Maybe it was a short-term situation that turned into a long-term situation? Regardless, if you want to minimize your risk of a service disruption and make proper use of an SPM solution, take the following steps.

Download the eBook

Headquarters

1202 Kifer Road
Sunnyvale, CA 94086

Phone

1.408.418.4996

Regional

Northwestern US, Bellevue
3600 136th Pl. SE Ste 300
Bellevue, WA 98006

Asia, India
Indus House, Plot No. 76
Sector 19A, Vashi,
Navi Mumbai, Mumbai

Let's work together 

5 + 6 =