White Paper: The Ultimate Guide for Chief Sales Officers

White Paper: The Ultimate Guide for Chief Sales Officers

White Paper

The Ultimate Guide for Chief Sales Officers

By definition, a conundrum is a confusing or difficult problem or question. If you ask a sales officer for an example of one, chances are good that the sales planning process would come to his or her mind. The importance of sales planning is not in question; regardless of the business one is in, sales planning is a critical and strategic activity. It looks into the future of a company to provide a vision of how business will unfold.

How much can we sell? How big should our market be next year? These are critical questions because their answers drive revenue and help determine the number of people you need to employ and pay and how much material or goods you will need to purchase in the time ahead. Indeed, the volume of business drives nearly everything in an enterprise, and that volume is defined by sales.
As such, it’s not surprising that survey after survey shows that the sales planning process is an extremely high priority for enterprises; but the conundrum is that despite their commitment to it, sales planning is also consistently cited by companies as not meeting expectations.

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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

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White Paper: The Case for Integrated Planning

White Paper: The Case for Integrated Planning

White Paper

The Case for Integrated Planning

Digital Transformation is accelerating global business, bringing more volatility. The cloud, mobility, social technologies, and analytics are lowering barriers to entry and bring the threat of new competitors. Supply chain complexity and data proliferation make it a challenge to align strategic plans with execution.

As economic shifts occur more frequently, flexible business planning becomes essential. Planning provides the foundation for strengthening every part of corporate performance by translating long-term business strategies into immediate operational objectives. With continuous planning, the best organizations can innovate to increase revenue, improve market share, and embrace new business models.

But many enterprises struggle in making planning cycles effective. Spreadsheets can compromise accuracy. The Business Application Research Center (BARC) highlights slow, costly, and manual budgeting processes that do not deliver desired results. A recent BARC recent study found annual budgeting often takes more than two months. 27% required three months or longer.

Download the White Paper

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 

White Paper: 10 ways to improve the effectiveness of Commission Operations

White Paper: 10 ways to improve the effectiveness of Commission Operations

White Paper

10 ways to improve the effectiveness of Commission Operations

The Commission’s Operations team is always working towards payroll deadlines. In addition to their primary task of paying the sales team accurately and on time, they have numerous other tasks like managing compensation plans and related changes, managing quota changes, adding new compensation plans and new roles, changing territory definitions and assignments, addressing questions and disputes from the field, and so on.

One of the team’s primary responsibilities is the effective execution of a Sales Compensation Plan. Although a Sales Compensation Plan cannot be a substitute for effective sales leadership, it is an extremely powerful tool in the hands of sales management and sales compensation personnel. When this tool is appropriately used it can work wonders to motivate the sales staff and, in turn, affect a company’s bottom line. Even the best incentive compensation plans will not deliver the goods if it lacks in execution. This is where the Commissions Operations team plays a critical role.

See our “Top Ten” list of commission administration and sales operations practices that should be considered. These practices go a long way in improving the effectiveness of both the Sales Operations and Commissions teams.

Download the White Paper

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 

White Paper: 10 ways to measure the success of SPM implementation

White Paper: 10 ways to measure the success of SPM implementation

White Paper

10 ways to measure the success of SPM implementation

According to a recent survey undertaken by the team at PM Solutions just 47% of the projects undertaken in the enterprise world are considered successful. Concerns about poor ROI or high failure rate of IT projects have been around since the mainframe days, so nothing new. However, when you think of the same metrics for SPM, there is a fundamental question: How do you measure the success of an SPM project? The conventional way is to compare the plan against the actual timelines and budget. If the project is delivered on time and within budget, it is a success, otherwise it is not. This approach measures the efficiency of planning and budgeting exercises in the organization, but totally ignores the real value the project adds. A project may get completed on time and within budget, but still fail to deliver the value it promised to the business. The best way to measure project success is to conduct an ROI calculation, but this is easier said than done.

Measuring the success of SPM solutions is complex because they deliver much more than financial savings. Companies rarely implement an SPM solution with the primary goal of saving the cost of compensation administration. The foundational goals of SPM solutions are to assure accurate on-time commission payments and provide accurate statements with minimal administrative effort. With the foundation established, the next set of goals align the commission plans with corporate strategy, improve the Sales Team’s motivation, provide business intelligence, minimize legal liabilities, and maximize scalability with flexibility. To measure the success of an SPM implementation, you must account for all these factors.

Below are ten critical areas that will help you measure the success of your SPM implementation.

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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