Sales Performance Management

Thought leadership for effective sales performance management solutions

Driving performance management in sales: The evolving role of the sales compensation leader

Businesses today face the challenge of change—of growing in a market defined by sustained volatility and technological disruption. As organizations mature, central business roles must also evolve to meet the challenges of growth and organizational complexity. The role of sales compensation leader illustrates, perhaps better than any other role in modern business, the lockstep relationship […]

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How banks are using incentive compensation management to help increase revenue and drive growth

In a competitive financial marketplace, banks are turning to incentive compensation management (ICM) solutions for competitive advantage. While the value of motivating employees is indisputable, bankers increasingly recognize the value of going beyond improvised morale building tactics to deploying a structured incentive compensation system. However, making the case to senior bank executives of the need […]

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You can’t manage what you don’t measure

“I don’t have enough data,” is something that I have never heard from a client. The real challenge today is finding the right data. Fundamental to sales performance management (SPM) is what we call Sales Performance Measurement. Peter Drucker, inventor of management by objective, or MBO’s, is attributed to this “You can’t manage what you […]

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Sales performance in a changing sales world

The world of sales is changing. To make the most of every pound, dollar, or euro of sales compensation and have a sustainable impact on sales performance, sales compensation needs to be integrated into the broader aspects of sales performance. The Revenue Roadmap: To begin, it’s important to understand how the sales process fits together. […]

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Six obstacles getting in the way of your sales story

The story your sales team tells your customers is the front-of-the-line growth driver for your company. The most current research is in general agreement that a good sales pitch is backed up by a well-crafted story. Communicating your sales message through a story can create trust, drive interest and retention, and emotionally motivate your customer […]

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We need to talk: Meet IBM SPM this summer in Europe

If you’re reading this, then the chances are that you’re already aware that Sales Performance Management can be something of a niche subject within organizations, often only truly understood by a handful of people such as yourself perhaps. As a function, it can sit in Sales, HR, Finance and IT, and sometimes, a combination of […]

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Four sales best practices every business needs to know

Sales primarily drive business growth. However, businesses know that hiring the best sales talent is just the start of the journey; retaining well-suited employees is often a highly challenging undertaking. Problems related to compensation and bonuses can negatively impact employee performance and even compel them to leave for greener pastures. Addressing these challenges and ensuring […]

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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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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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