Achieving a strong sales edge is anchored in five key areas, according to a new report by McKinsey & Company. Here´s an overview of the
Author: Rowan Tonkin
A high-quality sales forecast is an elusive goal for many companies. Almost everyone involved in the process dislikes working on it. And even with the
In a recently concluded webinar, Bob Kelly, Chairman of The Sales Management Association (SMA), presented initial findings from a recent survey on sales compensation management.
Variable compensation programs are an essential tool for managing sales organizations and rewarding great sales rep performance. But variable compensation—when done correctly—is inherently complicated, and
As part of my role here at Anaplan, I hear a lot of buzz around various marketing activities and trends. Lately I’m hearing a lot
Does your incentive compensation program have the appropriate level of complexity and the right tools to optimize sales performance? Setting incentive compensation is one of
“What get measured, gets done.” This maxim, attributed to Peter Drucker, famous management consultant, educator, and author, repeatedly holds true in achieving success in business.
In the second installment in this 5-part series, we looked at the production process and the steps to build a campaign based on planning, creative,