Every Incentive Compensation Management project kick-off typically includes a version of this guidance from the project sponsor:

Just as a builder’s tools require a skilled worker to craft a quality finished piece, your sales performance management solution requires expertise to deliver the ongoing performance you require.

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...

Effective communication throughout an Incentive Compensation Management (ICM) is essential to project success. In my experience, many project issues originate or are amplified by inadequate project communication. By defining a plan early, you are laying a foundation for success.

What is SPM and SPM Software? Sales performance management (SPM) is the practice of monitoring and guiding personnel to improve their ability to sell products or services. A key objective of the sales performance management process is to motivate salespeople through a goal setting, achievement and reward cycle. Common SPM...

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...