Posts about "Sales"


Research reveals—sales compensation plans don’t provide the complexity or detail needed to compete

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. Scott Sands, National Practice Leader, Sales Force Effectiveness at Aon Hewitt, and Rowan Tonkin, Practice Lead, Sales and Marketing Applications at Anaplan provided additional commentary on the data and offered… read more →

Sales compensation

Research shows that organizations must release sales compensation and quota in a timely manner to meet goals and keep the sales force happy

In a recently released research survey, we found that 57 percent of organizations believe that sales compensation plan and quotas are delivered too late, resulting in an unhappy sales force and a high potential to miss sales targets. Learn how you can finally release of your sales compensation and quota plans in a timely manner…. read more →

Sales and finance Performance

The ultimate win-win: integrating sales and finance

In any organization, salespeople are going to do what they do best—make money. But on their way to meeting quota, are they taking the company with them? Or are they leaving the company’s business priorities behind in the wake of their personal success?Companies invest a considerable amount in their sales organizations. In fact, according to… read more →

An accurate sales forecast improves incentive compensation design

Incentive compensation design: Factoring forecast accuracy into your plans

Have you considered how your incentive compensation plans can improve sales forecast accuracy? Probably not. By most accounts, it’s not a good idea to include sales forecasting as an incentive measure. After all, it’s management’s responsibility to ensure that sales reps are updating the sales pipeline and accurately reporting their sales forecast each period.However, consider… read more →


The variable compensation disconnects: Why your sales reps might be feeling shortchanged

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 there sometimes can be a disconnect between the way compensation is assigned and the “rules” that reps must follow to earn their variable compensation. For example, many organizations use multiple… read more →


Increase sales projections by investing in a Sales Performance Management platform that compliments your CRM data

Did you know, according to Insight Squared, companies using sales performance management (SPM) techniques see up to 81 percent of their sales reps meet their quotas? Every business wants a high-performing sales team. But how do you make that aspiration a reality? For many sales managers, that’s the million-dollar question. The secret lies in SPM—a… read more →


Tyco drives growth and efficiency through a global sales compensation platform

In its 50-plus locations around the globe, Tyco had more than 300 sales compensation plans for over 7,000 sales reps. Compensation is calculated on a weekly, monthly, and quarterly basis across disparate systems for a multitude of verticals and products. With this complexity, Tyco realized that a better process, specifically a centralized cloud-based system, was… read more →