Hiring a crack sales team is only the first step in an organization’s business journey. The bigger challenge is retaining the best employees who can drive business growth. By following these four key best practices for sales with an emphasis on sales performance management technologies,
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.
Busy executives that need to make vital business or investment decisions don’t want to wait for days or weeks for an answer to a question they put to analysts or receive incomplete information or analysis with spurious results. Fortunately, analysts today can access cloud-based data services that
IBM SPM is a leader in the 2016 Gartner Magic Quadrant for Sales Performance Management. Discover how IBM incentive compensation management solutions can help your organization move “up and to the right.”
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
Effective sales compensation is vital to business growth—but outdated processes and systems offer only inefficiency. Updating to current sales performance management techniques can help organizations optimize sales and contribute to success.
Organizations increasingly depend on business intelligence (BI) to power their data-driven cultures. To generate useful insight, however, companies must make sure their environment incorporates all the capabilities of a truly 21st-century BI solution.
Enterprises that use analytics to power their sales performance management can explore new frontiers of added value through informed decision making and heightened competency. Learn what part IBM Watson Analytics can play in enhancing sales by enabling guided analytics.
Discover how automation can help you overcome your incentive compensation plan challenges in an analyst report from Aite. Then, explore how managers can apply Sales Performance Management solutions to help eliminate surprises and make sound, strategic choices for their variable incentive programs.
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
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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