Don’t let your sales compensation dashboard tell you half the story. Take a look at the five key productivity metrics and five key people metrics you need to consider when determining whether your sales employees are performing as expected, driving your organization’s strategy and motivated to take
Before diving into planning for sales compensation, get a fix on the company’s business goals and strategy. See why having a framework in place is critical when designing a sales strategy and compensation program.
Do you manage variable-based pay at your organization? Find out how you can avoid payment errors and streamline plan administration while giving your organization the insights that your sales team needs.
Paul Peters, product offering manager for IBM sales performance management, shares clients’ insights into how to drive enhanced sales behavior—revealing that sometimes the incentive you choose can make all the difference in the world to your sales team’s profitability.
Discover data-rich insights into some of the key incentive compensation issues facing banks, and the ways in which bankers are deploying sales performance management technologies to meet these challenges.
Performance management in sales is critical to business growth. The role of sales compensation leader illustrates, perhaps better than any other role in modern business, the lockstep relationship of business growth and evolving business roles. Today, the responsibilities of the sales compensation
Designing a sales compensation system is difficult—and when managers rely on hunches in the process, the task becomes even harder. However, a new solution replaces guesswork with quantifiable analytics that help uncover insights in compensation data.
Insurance carriers need to devise a strategic plan to handle both compliance concerns and increasing the success of the sales function. Based on data from a Celent report that focuses on the compensation tools and techniques that insurance carriers use to drive business, this infographic presents
What are the most common mistakes in implementing sales performance management (SPM) systems? Common mistake #2: Not ensuring that sales and finance teams are aligned. Nonalignment of the naturally conflicting priorities between sales and finance can have critical long-term consequences for an
Organizations may frequently fall into the trap of trying to get an advanced sales performance management (SPM) solution in operation as soon as possible. However, initiating an implementation stage too soon, too hastily or at the expense of best practices can cause companies to overlook critical
Although the business benefits of SPM are clear, identifying a solution that meets the particular needs of a specific business can be challenging. According to a survey of business leaders, increased business complexity is a primary point of concern when choosing an SPM solution.
Help your organization overcome sales performance management challenges using the best practices described in The Seven Deadly Sins of SPM, and learn how sales compensation analytics can enhance your incentive effectiveness and help bring in revenue.