Kevin Gray

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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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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