Adam Thorn

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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Sales Performance Management – Who benefits?

Question: What types of organization could benefit from an automated sales performance management solution? Answer: More than you would d think. Industry What industries are using automated solutions these days? Industries such as telecommunications, insurance, banking and pharmaceuticals were amongst the early adopters of this technology ten years ago, but since then the list has […]

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Overpayments: A costly SPM mistake

People make mistakes in all aspects of life; it’s not exactly headline news when it happens. If you have ever hit “reply all” by mistake, forgot to set an alarm for an early morning flight, or as I did last week, misjudge your sporting prowess and end up with a bang to the head, you […]

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We need to talk: Meet IBM SPM this summer in Europe

If you’re reading this, then the chances are that you’re already aware that Sales Performance Management can be something of a niche subject within organizations, often only truly understood by a handful of people such as yourself perhaps. As a function, it can sit in Sales, HR, Finance and IT, and sometimes, a combination of […]

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