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
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 must be familiar with the term ‘Unintended Consequences.’ This concept not only holds the key to improving your sales performance but is also the root cause behind dramatic failures of seemingly well-designed incentive programs. To better understand, let us look at one of the most talked-about case studies about unintended consequences. The Cobra Effect … Continue reading Sales Compensation Plans: Beware of The Cobra Effect
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
Working for Callidus (now SAP) for 20+ years implementing SAP Commissions, I had a front row seat to see how the product matured and why customers choose SAP Commissions for managing Sales Performance Management (SPM). Whether your organization has 50 people on variable pay or 100,000+, SAP Commissions has proven itself to be a one-stop… Continue reading Ten Reasons Why Customers Pick SAP Commissions
Our partner, Xactly, is making its sales territory design and planning solution, AlignStar, available for free to businesses impacted by COVID-19. This will allow companies who are currently resource-constrained to quickly model and visualize what-if scenarios for sales planning. By doing so, businesses can better foresee the impact these changes will have on their organizations.… Continue reading SpectrumTek Partner, Xactly, Offers Free Access to AlignStar for Businesses Impacted by COVID-19
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
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
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
