Sales Performance Management

Thought leadership for effective sales performance management solutions

Solve your quota setting challenge: Start with Design Thinking

You’re probably familiar with philosopher George Santayana’s admonition, “Those who cannot remember the past are condemned to repeat it.” While that’s hard to dispute, most of us will admit to occasionally falling short. And when we do remember not to forget, we don’t always question history in a meaningful way. A recent survey of a […]

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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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IBM Sales Performance Management solutions and services

IBM SPM improves sales performance and operational efficiencies to help ensure accuracy and establish transparency.


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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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Your incentive compensation management is definitely not a game of mouse trap

Did you ever play the Mouse Trap board game when you were a kid?  Do you recall how frustrating it was when you set the contraption in motion and it failed somewhere in the middle without setting the trap? Surprisingly, many organizations unknowingly exhibit an approach similar to playing the Mouse Trap game when it comes […]

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Transforming SPM at the IBM Sales Performance Management Summit London

Every day, I have the privilege of working with many businesses across Europe. Most of these people have either started or are considering a change around the compensation/reward processes and tools. These organizations are looking to understand the benefit and return on investment that can be seen through automating the process. Factors such as revenue […]

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Lessons learned from recent incentive compensation management war stories

In my travels to clients, I hear many war stories. Recently, these have come from new clients with recent wounds. These wounds often go deep – there are tales of long days, lost weekends, and swaths of frustrated team members. I am reminded of the Greek fable of Sisyphus, who discovered and shared the secrets of the gods with others, punished by being […]

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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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The necessity of an incentive compensation management business value assessment

Transparency in Incentive Compensation Management (ICM), as in many businesses, can be seen as an imperative. You could argue that it’s something that benefits all parties involved. Not only are you establishing trust with your commissioned sales agents by paying them accurately and with the proper documentation, metrics and calculations. You are also providing the […]

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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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