Sales Performance Management

Thought leadership for effective sales performance management solutions

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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It takes two: People and performance analytics for sales compensation

Sales compensation dashboards are common, but they usually tell only half of the story. Two sides to your dashboard are available that can lead to growth: productivity metrics and people metrics, and looking at only one side gives you only half the picture. Many organizations determine if their sales compensation plans are working by gathering […]

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Sales stories from the front lines: Lessons from clients in driving sales behavior

Sales is the lifeblood of business. Indeed, one of my favorite parts of being product offering manager for IBM’s Incentive Compensation Management solution is not only meeting with clients for the better part of every month but also hearing stories from the “front lines” of sales as clients describe how they are using technology to help them adopt strategies intended […]

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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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Sales compensation accuracy: Questions, questions, questions

Humans are an inquisitive bunch, salespeople especially so. There is a never-ending list of questions buzzing around a salesperson’s head and never more so than when it comes to the question of compensation. Am I meeting my customer’s needs? How do I get to the CFO? Should I have been more direct on that call? […]

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The doctor is in: Sales Design Thinking at the intersection of scientific method and creative problem solving

Before becoming a sales consultant, I spent nearly twenty years working in healthcare. You might think that with a master’s degree, a specialty in cardiovascular diseases, and training in the scientific method, my approach to sales effectiveness would be worlds apart from that of SalesGlobe founder, Mark Donnolo, who uses design thinking methods. After all, […]

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Lower risk and reap rewards through Sales Performance Management

In 1993, Alfie Kohn made a strong case that incentive plans cannot work. In 2012, as part of the Varicent Insight users conference, I had the pleasure of spending the day with Daniel Pink, our keynote that year who gave the example of a Fuller Brush salesman, and that commissions were a thing of the […]

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