Sales Performance Management

Thought leadership for effective sales performance management solutions

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


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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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Time done your way: Using calendars in IBM ICM

In the world of Incentive Compensation Management (ICM), flexibility, audibility, and reporting are major pillars upon which a good system is built. The use of calendars in IBM ICM is at the heart of the platform, helping establish a foundation for success. Within ICM, calendars are defined as date ranges, aggregated into periods that define […]

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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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Sales Territory Management: The importance of automation & how to choose the right solution

This blog is reposted with permission – originally posted on the OpenSymmetry blog. Territory management (TM) is one of the hardest – and most important – sales activities to get right. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Specifically, you would have […]

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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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Six fundamental components of effective compensation plan communication

Communicating compensation plans to your sales team requires a balance of brevity and specificity that can be difficult to achieve. Below we’ve outlined 6 fundamental components you should include in all of your compensation plan communications. 1. Draft a clear and concise compensation message Your compensation plan rollout should be written in clear, straightforward language […]

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Zions Bancorporation quenches thirst for transparent, efficient employee compensation

In the wake of the 2007-2008 financial crisis, analysts were quick to point out that compensation plans which rewarded employees for taking excessive risk were among the many factors that lead to the financial crisis. To avoid a repeat of similar economic downturns, regulators are taking a close look at excessive risk taking in the financial […]

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