Kevin Gray

Is your sales performance management mid-year correction strategy effective?

Building a strategy and doing the right planning in order to achieve corporate objectives is the key to any business, and no doubt, planning sales compensation plays a crucial role in meeting those goals. A lot of time and effort goes into planning these at the beginning of the year, but sudden changes in the […]

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Accelerate sales productivity with an AI digital assistant

Digital assistants today can deliver far more services beyond sophisticated call routing. Infusion of artificial intelligence (AI) functionalities adds the potential to increase seller field time, improve sales performance and help lift HR productivity. These enhancements mean that digital assistants can positively affect business results. What it does A digital assistant with powerful AI capabilities […]

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IBM sponsoring WorldatWork: Spotlight on Sales Comp 2019 conference

I like to learn, network, meet new people with similar interests – who doesn’t?  I especially like to learn about sales incentive compensation and how to improve sales performance.  However, there are very few conferences to attend that focuses on the field of sales compensation.  That’s why I always look forward to attending the annual […]

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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 […]

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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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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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Is technology replacing or augmenting the sales role in the digital age?

Digital technology has no doubt, over the last decade, revolutionized and completely transformed customer behavior as well as redefined how businesses interact with their customers. E-commerce sites have revolutionized shopping; even in healthcare and financial services, digital technology has started changing how consumers choose their service providers. Technological advancements have impacted almost every profession and […]

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The seven deadly sins of sales performance management

Companies, like people, face pitfalls in corporate progress whose recurrence in one business case after another hints at root causes common to many organizations. The Seven Deadly Sins of SPM distills the experiences of IBM specialists who help firms around the world identify and remedy the causes that lie behind underperforming sales performance management (SPM) systems. Such recurring causes—the […]

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Driving performance management in sales: The evolving role of the sales compensation leader

Businesses today face the challenge of change—of growing in a market defined by sustained volatility and technological disruption. As organizations mature, central business roles must also evolve to meet the challenges of growth and organizational complexity. The role of sales compensation leader illustrates, perhaps better than any other role in modern business, the lockstep relationship […]

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How banks are using incentive compensation management to help increase revenue and drive growth

In a competitive financial marketplace, banks are turning to incentive compensation management (ICM) solutions for competitive advantage. While the value of motivating employees is indisputable, bankers increasingly recognize the value of going beyond improvised morale building tactics to deploying a structured incentive compensation system. However, making the case to senior bank executives of the need […]

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Six obstacles getting in the way of your sales story

The story your sales team tells your customers is the front-of-the-line growth driver for your company. The most current research is in general agreement that a good sales pitch is backed up by a well-crafted story. Communicating your sales message through a story can create trust, drive interest and retention, and emotionally motivate your customer […]

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