Sales Performance Management

Thought leadership for effective sales performance management solutions

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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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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