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Beat a Path to Improved Performance through Better Bonuses

Incentive Compensation Management (ICM) software solutions are great for managing bonuses as motivational tools. ICM’s ability to track details allows for transparent and accurate information which can be used to calculate bonus payouts. The level of transparency offered also helps reduce the number of disputes. In theory this...
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Incentive Compensation Software Solutions Will Elevate Your Compensation Administrators

Incentive Compensation Management software solutions, when aligned with strategically cultivated corporate objectives, will enhance a sales organization’s ability to both compete and win.  Incentive compensation management tools are designed to introduce trans-formative automated processes into an organization’s daily workflow. ...
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Key Components of Behavior Modifying Incentive Compensation Plans

Successful incentive compensation plans push the right buttons to achieve optimal results for sales organizations.  In their most basic form, you can consider incentive compensation plans to be a series of if/then statements.  If reps achieve targets, then incentives are paid out.  If reps fail to hit strategic sales goals, then...
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Invest in Sales Ops to Maximize Sales Part 2: Get More with Less Using Standardized Reporting and Dashboards

One of Sales Operations’ responsibilities is to link strategy with day-to-day sales activities by designing and managing sales incentive plans, offering sales enablement and designing efficient territories.  To be effective in this role, the right data, the right tools and the right decisions are needed. 
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Invest in Sales Ops to Maximize Sales Part 1: Driving Decisions with Data

Sales operations plays a key role within an organization and is vital to developing a long-term competitive advantage.  One function of the sales operations team is to analyze market, sales and institutional data in order to develop strategic insights.  These strategic insights are then communicated to all stakeholders.  This is...
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How does Vendor Consolidation affect Sales Performance Management customers?

The sales performance management environment is currently undergoing an interesting transformation.  Buoyed by optimism presented in the latest Gartner Magic Quadrant which has projected a 12% to 13% growth rate over the next five years, this shift in objectives has been quietly happening for some time now.  What once was a...
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