ICM

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 […]

Continue reading

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 […]

Continue reading

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 […]

Continue reading

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 […]

Continue reading

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 […]

Continue reading

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. […]

Continue reading

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? […]

Continue reading

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, […]

Continue reading

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 […]

Continue reading

Sales Performance Management – Who benefits?

Question: What types of organization could benefit from an automated sales performance management solution? Answer: More than you would d think. Industry What industries are using automated solutions these days? Industries such as telecommunications, insurance, banking and pharmaceuticals were amongst the early adopters of this technology ten years ago, but since then the list has […]

Continue reading

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 […]

Continue reading