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Kick the Excel Habit - Your Best New Year’s Resolution Yet

We all know that using Excel to calculate Incentive Compensation is a manual, often error riddled and clunky process, but the use cases for Excel are seemingly endless.  With a tendency to grow unmanageable and with too many examples of user input error, Excel was never the most reliable way of calculating incentives, tracking...
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What Is Sales Forecasting & Why Does It Matter?

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How CROs Accelerate Revenue Capture with Sales Performance Management (SPM)

Industry leading Chief Revenue Officers (CROs) substantially impact the revenue capture lifecycle and give critical inflection points in their funnel—sales engagement, deal structure, and customer enablement—a solid foundation with SPM. It’s how they unlock 10% more in annual sales 1 . As discussed, this necessitates a holistic...
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Why Do I Need SPM? A Modern Answer.

To many, sales performance management (SPM) is a glorified calculator. This majority views SPM as an automated way to reduce staff time spent on calculating commissions and related human errors, as well as a means to reduce sales’ shadow accounting. A smaller batch perceives SPM in a slightly more sophisticated light: a route to...
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3 Guiding Principles for Revenue Capture Success

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How CROs Overcome 3 Barriers to Revenue Capture

If enabling revenue operations can significantly improve performance at minimal expense, how can Chief Revenue Officers (CROs) best impact the sales process? 
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