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How To Navigate Bigger Buying Committees When Selling SPM

The Current State For years, the number of people who sit on the buying committee for large software investments has grown. These committees now average 11 people, and 77% of buyers report “high purchase difficulty” because the process is “overwhelming”. The reasons for this are: 
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Get the most out of your IBM ICM system: preparing for new plans

Preparation is key to successfully rolling out new sales incentive plans. At launch, it’s essential that your sales force understands the plan, and that they spend their time selling the products and services you want them to be selling, not calculating their compensation.
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In Incentive Compensation Software Evaluation, Smart Planning Leads to Smart Selection

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