10 Ways to Measure the Success of an SPM Implementation

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

Xactly Unleashed: Adapt or Die

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

Five Reasons Why SPM Projects Fail

Sales performance management (SPM) systems hold great promise. But they can also be complex – and sometimes they fail. After nearly 15 years of experience implementing SPM software, we’ve come to recognize the key reasons why some projects just don’t work. Before you start your SPM initiative, you should take a look at the reasons… Continue reading Five Reasons Why SPM Projects Fail

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

How to Pick the Best SPM Architecture for Your Organization

While sales performance management (SPM) software has been around for two decades, many organizations still struggle because of a lack of comprehensive and well-integrated technology architecture. There are many reasons for this, but the primary reason is that most organizations start with just one component of SPM – Incentive Compensation Management (ICM) – and then… Continue reading How to Pick the Best SPM Architecture for Your Organization

Resource Guide: Top 5 Sales Performance Management (SPM) Vendors

Every year the team at Spectrum issues a resource guide for organizations researching sales performance management vendors. We’ve just released the Top 5 SPM Vendors – Updated for 2020.  The market for SPM software is crowded, with more than a dozen vendors competing fiercely. For those considering new SPM software, the process of evaluating every… Continue reading Resource Guide: Top 5 Sales Performance Management (SPM) Vendors

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?