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.

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.

Xactly Forms – A new way to interact with Incent

Xactly’s new offering Forms allow an easy to configure custom forms to interact with data in Incent.

Beyond Commissions Basics: How to Implement Commission Capitalization (ASC340-40) using SAP Commissions

As a result of ASC606, there is a continuous need from Commission Accounting to capitalize commissions. Businesses are in dire need to automate the manual process of capitalizing commissions in order to comply with ASC606. As long as the function can be narrowed down to commission capitalization and not revenue recognition, SAP Commission’s built-in rule… Continue reading Beyond Commissions Basics: How to Implement Commission Capitalization (ASC340-40) using SAP Commissions

From SAP/CallidusCloud to Spectrum: Q&A with Abhijit Sant

Abhijit Sant recently joined Spectrum as senior vice president of our SAP Practice. Prior to joining Spectrum, he spent 20 years at CallidusCloud, now SAP, where he worked directly with CallidusCloud customers and help build a world-class professional services organization. We asked Abhijit a few questions about his move to Spectrum. Q: You could have… Continue reading From SAP/CallidusCloud to Spectrum: Q&A with Abhijit Sant

Should you Change your Sales Compensation Plans Because of COVID-19?

In this time of uncertainty around the health, societal, personal, and business impact of COVID-19, one would think worrying about sales commissions falls very far down on the list. But from a business perspective, the social distancing, shelter-in-place orders and work-from-home mandates could not have come at a worse time for sales – the last… Continue reading Should you Change your Sales Compensation Plans Because of COVID-19?