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
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
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?
When we signed on as a sponsor for Xactly Unleashed, we expected to meet thousands of Xactly customers in person, shaking hands, and enjoying some food and drink with them over a few days of keynotes, technical sessions and other activities. Well … as they say, the best laid plans … Instead, Xactly pivoted quickly… Continue reading Xactly Unleashed: Adapt or Die
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
We’re in uncharted territory dealing with the personal, social, and business ramifications of COVID-19. Earlier I wrote about how companies can change their sales compensation plans as we neared the end of Q1. Regardless of how your organization handled Q1, you are now faced with a sales team that may be struggling with occupying their… Continue reading How to Keep Sales Moving Forward During the COVID-19 Lockdown
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?
