Sales compensation programs are incredibly effective for aligning salespeople with company objectives. An organization can sink or swim by whether salespeople know the most forward-thinking and effective sales performance management (SPM) solutions.
If you work in the field of sales commissions, you’re likely aware of ASC 606, the five-step revenue recognition model and timelines. The basic premise on which both ASC 606 and IFRS 15 have been formulated is that an organization can recognize revenue from a customer contract only when the
Why? This is a question we subconsciously answer for most things we do: why do we spend hours reviewing email or sitting on conference calls? But if we take time to consciously reflect on the “Why” of our business activities, I predict it would alter our actions and probably predicate a re-
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.
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
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.
Don’t hold on to manual process that throw doubt on your data and put you at risk of regulatory noncompliance. Instead, discover how adopting an insurance software solution can help your company boost its operational efficiencies, enhancing its ability to compete in the marketplace.
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.