Check out our up-to-the-minute thoughts and insights into goings-on. Find useful links and ideas updated frequently.

Harnessing Variable Pay and Incentive Compensation Management to Improve Sales Retention

Sales retention is an ongoing challenge that most sales managers deal with on a regular basis. Annual turnover estimates among salespeople in the US are as high as 27% - two times the average in the laborforce1.   The most vulnerable group at risk for turnover remains the middle performers.  Companies tend to retain most of their...
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Creating the Optimal Sales Environment to Maximize Sales Rep Retention

Recently, it was announced that the US Economy is growing at a rate of 4.1% (the best growth since 2014) and unemployment is at generational lows. This means that one of the greatest threats to any business and therefore any sales organization is the war for talent.
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How Poorly Structured Commission Plans Can Limit Sales Performance

Organizations without an automated sales commission tool often face a variety of challenges throughout the sales cycle which can include inaccurate payouts, shadow accounting, and lower sales volume. All of these ailments can lead to poor sales team morale which further depresses sales performance. Keeping the sales team motivated...
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Building a Case for Sales Commissions Automation

At Intangent, our Strategic Advisory Team has helped companies across multiple industries create value by transitioning from manual to automated sales commission processes. Organizations who rely on manual compensation processes often struggle with a variety of operational bottlenecks. When left unchecked, inefficient manual...
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Constructing the Ideal Sales Team Structure

As a sales leader in high tech for over 25 years, I have come across many different sales structures. Having worked for organizations small, large and everything in between, the sales structures I have encountered have been as diverse as the organizations that developed them. Any analysis of sales team structure needs to begin...
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Machine Learning for Optimal Compensation Plans

Advanced predictive analytics is slowly making its way into the broader Sales Performance Management domain. More organisations are investing resources in machine learning techniques and how they can augment sales effectiveness.  This ranges from utilizing historical data for better forecasting, real time feedback to sales reps...
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