Kevin Gray

IBM hosting two day Sales Performance Management Summit in New York City

IBM is excited to be hosting the 2019 Sales Performance Management Summit, being held in New York City for sales executives and compensation leaders. Highlights include customers who tell their stories from implementation, to go-live, to next steps on the sales performance management journey. Topics covered include the transformation of sales performance and approaches to […]

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Incentive Compensation Management: Performance and scalability matter

Do you ever look back and wonder, “How did I get here?” Or perhaps,  “How did my career path land me this position?” and “Am I doing what I originally planned to do after completing my education?” Most of my marketing colleagues don’t know that I used to develop software as a computer programmer. I […]

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IBM highly ranked in Gartner Critical Capabilities for SPM 2019 Report

Evaluating and selecting a Sales Performance Management (SPM) solution can seem like a daunting task when you have not been part of this process for other enterprise solutions in the past. Typically, when an organization is evaluating and selecting a new CRM, ERP, HRIS or other enterprise solutions, the task is assigned to the IT […]

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IBM is a strong performer in The Forrester Wave™: Sales Performance Management Solutions, Q1 2019

Forrester Research, one of America’s preeminent market research organizations, has included IBM as one of the “most significant” and also as one of the “eight providers that matter most” in its 2019 evaluation of sales performance management (SPM) solutions. The recent report that evaluates SPM providers by a number of key distinctions, states that “6% […]

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IBM ICM delivering on the promise of continuous improvement with latest release

Innovation: How can we make it work better for everyone? When we talk about innovation, it’s not simply about introducing a new idea or implementing a new feature or a product capability. It has more to do with a process that involves multiple activities to uncover new ways to do things, changing the status quo, […]

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IBM named a leader six times in a row in 2019 Gartner Magic Quadrant for SPM

IBM Sales Performance Management (SPM) has once again been recognized as an industry leader in Gartner’s Magic Quadrant for Sales Performance Management 2019, for its ability to execute and completeness of vision, for six consecutive times. How is IBM helping organizations improve sales performance? IBM SPM improves sales performance and operations with better incentive compensation plan management and […]

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Three key considerations before jumping into your sales incentive compensation planning process for 2019

Regardless of how hard you try to design and implement the annual sales compensation plans, there is a risk that your compensation plans will not drive the right sales behaviors, motivate the sales team with clear priorities, help retain sales people, and improve high sales satisfaction for the long-term. These all can be seen as […]

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IBM Sales Performance Management: Eliminating shadow accounting by establishing trust  

To be a sales compensation manager (SCM) is a position that many would not envy. You are tasked with administering and executing a structured, and often complex, commission plan to sales agents. It is not going out on a limb saying the number one concern of every salesman and saleswoman is their take home pay. By nature, a commissioned agent’s paycheck is going […]

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IBM Sales Performance Management Summit: Putting SPM to work

As market conditions and business requirements are constantly changing, IBM Sales Performance Management (SPM) continues to lead the industry with adaptive, scalable tools that are designed to drive efficient, agile solutions for your enterprise sales teams. Due to this ever-changing landscape, it’s vital as an SPM professional to stay current on best practices, industry trends, […]

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IBM Sales Performance Management at Dreamforce 2018

Every year, some of the world’s most innovative minds come to Dreamforce to inspire, excite, and motivate attendees. This year, IBM is honored to be a diamond sponsor of Dreamforce 2018 in San Francisco, CA from September 24-28. As an IBM Sales Performance Management (SPM) expert, I’m particularly excited to discuss how IBM paired with Salesforce […]

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