Sales Performance Management

Sales stories from the front lines: Lessons from clients in driving sales behavior

Sales is the lifeblood of business. Indeed, one of my favorite parts of being product offering manager for IBM’s Incentive Compensation Management solution is not only meeting with clients for the better part of every month but also hearing stories from the “front lines” of sales as clients describe how they are using technology to help them adopt strategies intended […]

Sales Performance Management

Case study: Driving effective sales performance with today’s SPM solutions

Organizations are fast realizing the value sales performance management (SPM) solutions are bringing to the table in terms of increased sales performance and operational efficiencies. However, today’s SPM  software should not only improve sales performance and operational efficiencies with better incentive compensation plans, but should also help align sales with corporate goals. Ideally, sales leaders […]

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What customer complaints can tell you about your experience (and your compliance)

Until recently, the words “customer experience” and “compliance” didn’t really come up in the same conversation – let alone exist in the same universe. The former was the domain of customer care professionals, contact center managers, marketing leaders and digital strategy teams with the goal of helping streamline and simplify products and services, as well […]

Sales stories from the front lines: Lessons from clients in driving sales behavior

Sales is the lifeblood of business. Indeed, one of my favorite parts of being product offering manager for IBM’s Incentive Compensation Management solution is not only meeting with clients for the better part of every month but also hearing stories from the “front lines” of sales as clients describe how they are using technology to help them adopt strategies intended […]

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Case study: Driving effective sales performance with today’s SPM solutions

Organizations are fast realizing the value sales performance management (SPM) solutions are bringing to the table in terms of increased sales performance and operational efficiencies. However, today’s SPM  software should not only improve sales performance and operational efficiencies with better incentive compensation plans, but should also help align sales with corporate goals. Ideally, sales leaders […]

Continue reading

What customer complaints can tell you about your experience (and your compliance)

Until recently, the words “customer experience” and “compliance” didn’t really come up in the same conversation – let alone exist in the same universe. The former was the domain of customer care professionals, contact center managers, marketing leaders and digital strategy teams with the goal of helping streamline and simplify products and services, as well […]

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Five common sales performance management implementation mistakes

Has your company recently invested in a sales performance management (SPM) solution? If so, you are likely feeling a mix of relief and anticipation at achieving this milestone. And after the long hours evaluating potential vendors, reviewing proofs of concept and selecting the SPM system that is well suited to your needs, you may feel […]

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Why real cross-channel payment data integration matters

According to the 2019 AFP Payments Fraud & Control Survey, Automatic Clearing House (ACH) payment fraud increased significantly in 2018, reaching a new record with 82% of organizations reported incidents. Specifically, the percentage of companies that encountered ACH credit fraud jumped to 20% (from 13%), and those who experienced ACH debit fraud rose to 33% […]

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Risk.net names IBM for “Financial Crime Product of the Year” and “Best Vendor for Innovation”

While there is no prize for stopping financial crime (though, arguably there should be), occasionally there is recognition for being an integral and pioneering part of the overall financial crime management effort. Today, IBM has received recognition by Risk.net for both “Financial Crime Product of the Year” for IBM Safer Payments as well as “Best […]

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A new era of technology enabled financial risk management (Part 1)

In this series of blogs, we will focus on four transformative technologies with emerging risk applications that can help banks and financial institutions grow profitability and protect the enterprise. Each technology is at the start of an enormous adoption growth curve, and has been the subject of intense discussion. In this edition, read how these […]

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Abt Electronics, Inc. simplifies rebates and co-op fund capture with IBM Incentive Compensation

Vendor rebates and co-marketing funds can be difficult for retailers to track and successfully capture, especially when multiple, siloed legacy systems are involved. Add tiered incentive arrangements, percentages tied to advertising activity, varied and complex parameters – along with thousands of vendor invoices – and a retailer can be left scrambling to avoid financial losses. […]

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Sales compensation accuracy: Questions, questions, questions

Humans are an inquisitive bunch, salespeople especially so. There is a never-ending list of questions buzzing around a salesperson’s head and never more so than when it comes to the question of compensation. Am I meeting my customer’s needs? How do I get to the CFO? Should I have been more direct on that call? […]

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The doctor is in: Sales Design Thinking at the intersection of scientific method and creative problem solving

Before becoming a sales consultant, I spent nearly twenty years working in healthcare. You might think that with a master’s degree, a specialty in cardiovascular diseases, and training in the scientific method, my approach to sales effectiveness would be worlds apart from that of SalesGlobe founder, Mark Donnolo, who uses design thinking methods. After all, […]

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Lower risk and reap rewards through Sales Performance Management

In 1993, Alfie Kohn made a strong case that incentive plans cannot work. In 2012, as part of the Varicent Insight users conference, I had the pleasure of spending the day with Daniel Pink, our keynote that year who gave the example of a Fuller Brush salesman, and that commissions were a thing of the […]

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