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

Responding to Disruption with Agile Sales Performance Management

Disruption—the idea that new competitors will change the structure of a market with a new, unconventional offering—is one of the hottest topics in business today. Brands like Uber, Tesla, Airbnb, and DocuSign are all disruptors in their respective markets. How is your business responding to competitive threats? Or, is your...
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Now Your Sales Team in the Field Can Use Any Device with IBM ICM Version 10.1

With first quarter already over, it’s time to take a closer look at how the IBM ICM winter release of version 10.1 featuring a redesigned Payee Web can help you reach this year’s targets. This update isn’t a major undertaking like the move from version 9 to version 10, but there are several good reasons to find the time to take...
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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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