Varicent Web casts

Sales management, sales operations, HR and finance functions in successful companies are evaluating and enhancing their sales strategies to drive specific growth objectives and balance cost of selling with sales results. 

Together they develop and implement specialized sales roles within the company’s job structure, compensation ranges and sales compensation programs to drive desired behaviors.

As an attendee you will learn about

• Why all sales roles should be different
• Why you should consider sales role specialization even when business is challenging
• How differing economic environments require general or specialized roles and how to identify what mix will work best for your company
• Sales compensation trends and technologies for sales specialization and sales compensation
• How flexibility of these systems keep your plans current and aligned with your changing roles and environments
• Leading organizations that adopted incentive compensation and sales performance management systems to meet this need 

All attendees will receive a pre-release executive white paper summarizing Sales Performance Management (SPM) survey results.

Hear from Ted Briggs, national thought leader, sales effectiveness & compensation practice, Watson Wyatt; and Rod Radojevic, vice president of product marketing, Varicent. 

 

 

Incentive compensation – rewarding employees, particularly sales employees for work well done, goals achieved, and revenue secured – is a vital part of most companies.  While the average company tracks and calculates commissions, bonuses and other variable pay, few take the next step to truly understanding employee performance and the impact it has on the bottom line.

Those companies that do, such as Waste Management, understand the value of aligning employee metrics and goals to company objectives, why flexibility of compensation plans is needed to react to changing market conditions and business scenarios, and how to deliver up to date information on performance to key business decision makers.

Attendees of this Webcast will learn:

• Top trends in designing and automating enterprise wide incentive compensation plans
• Examples of performance metrics that link to corporate strategies
• The value of information generated by strategic analysis of employee performance, goals and other KPIs
• How to take ICM to the next step, evolving into sales performance management.

Attendees will come away from the Webinar with an understanding of how leading companies are leveraging more strategic ICM and sales performance management, and how these initiatives benefit both the individuals and the corporation.

All attendees will also receive a case study on strategic ICM/SPM at Waste Management, and a white paper on SPM solutions --- Build vs. Buy key considerations.

 

 

The sales performance management (SPM) and enterprise-wide Incentive Compensation Management (ICM) markets are rapidly evolving.  In the not-too-distance past, ICM was a solution unto itself – software, with some processes, designed primarily to administer and maintain sales commissions.  Today, companies are not only looking for ICM capabilities, but are embracing complete SPM for several reasons including: 

• Companies want to both automate, report and analyze variable sales compensation and expand and enhance enterprise-wide incentive compensation plans including MBO (Management by Objectives) programs, annual bonuses for all eligible employees and other variable pay plans.  
• Companies realized the opportunity and value delivered by SPM and its other components – sales territory management, quota and business metric planning, and advanced performance analytics.
• Leading organizations are looking to leverage SPM reporting and analytics for additional business insight and to properly motivate employees and business partners to make sure metrics align to drive key strategic initiatives of the company.

These SPM drivers add complexity to the choice of vendor.

This Webcast will feature:

• Liz Herbert, senior analyst, Forrester Research, showcasing her recent research study: Best Practices for Sales Performance Management RFPs;
• Vivian Adashek, financial systems manager, Manpower, discussing Manpower’s recent review, analysis and selection of an SPM solution; and
• Rod Radojevic, vice president of product marketing, Varicent, on SPM trends and business capabilities organizations are looking to obtain from SPM solutions.

Attendees will come away from the Webinar with an understanding of the top factors they should consider when evaluating SPM solutions, key questions to ask of SPM vendors, and best practices and trends in SPM vendor selection.

All attendees will also receive a pre-release executive white paper summarizing SPM survey results.

 

More employers are adopting or enhancing their variable pay programs to link pay to performance.  What is helping leading organizations make their variable pay program as efficient and effective as possible to gain a competitive advantage?  Sales performance management (SPM).

SPM combines incentive compensation management, quota planning, business metric alignment, and sales territory management and performance analytics. 

Attend this Web cast to learn how SPM:

1. Helps organizations and individuals meet or exceed expectations
2. Can change behavior, ensure personal accountability and drive strategic execution
3. Helps leading organizations achieve operational efficiencies, building a stronger pay-for-performance culture
4. Motivates and helps retain key employees
5. Makes variable pay programs easier to administer

 

Hear from Rod Radojevic of Varicent, one of the hottest companies delivering visionary SPM solutions and Ted Briggs, author and thought leader with Watson Wyatt.

Attendees will receive Watson Wyatt’s research study “How to Govern Sales Compensation Programs”.

 

Did you know...

Companies spend nearly $2 trillion dollars per year in sales compensation costs in the US alone?

The average company mistakenly overpays sales commissions by more than 5%, while overpayment of 10% is not uncommon?

75% of companies revise their sales incentive programs at least once a year?

Most companies today have no visibility into the effectiveness of their sales investment and lack specialized processes and systems for managing and optimizing pay-for-performance programs. With stakes this high, it's a technology gap no organization can ignore, and one that leading companies are beginning to address.

Join us for our complimentary webinar to learn how organizations like yours can motivate employees and reinforce strategic goals to enhance decision-making and ultimately increase profitability.

You'll learn...

How successful incentive compensation plans can drive the right behavior to impact your top and bottom line.

The benefits of integrating incentive compensation management with organizational strategy.

How modeling and "what-if" analysis can vastly improve planning and reporting.

How to avoid excessive payouts, reduce manual errors and streamline administrative processes.

What your company can expect to accomplish in terms of payback, ROI and enhanced organizational performance.

Attendees will receive a complimentary copy of BPM Partners must-read whitepaper, entitled Aligning Sales Performance with Strategic Objectives through Incentive Compensation.

 

A recent survey in CFO Magazine shows two-thirds of executives view pay-for-performance programs as growing in importance.  Respondents indicated the primary driver was overall business pressures for the company to perform better. 

Watson Wyatt, a leading consulting firm, finds that sales reps at high-performing firms receive 40% more sales-related variable compensation in their total pay than reps at low-performing firms

Incentive compensation is one of the largest variable expenses for many companies and pay-for-performance programs are growing in numbers, participants, importance and complexity.  Unfortunately, many companies have difficulty managing – let alone monitoring, analyzing and reacting to – incentive compensation programs as a result of stand alone processes, spreadsheets, and lack of visibility into ‘the numbers.’ 

Incentive compensation management is the cornerstone of sales performance management (SPM), which also includes Territory Management, Quota Planning and Performance Analytics.  Together, these four components provide an organization with complete monitoring, managing and forecasting solution for its business ecosystem (sales team, mangers, employees, agents, partners, etc) and maximize company profitability.

Attend this Web cast to learn about the strategies and solutions that will help to take the surprise out of variable pay programs. 

You’ll hear:

1. Keys to successful sales incentive plans and how to make yours effective for all;
2. Why enabling effective plan designs is critical and how to avoid compromising due to system limitations;
3. How Sales Performance Management solutions let you leave behind spreadsheets and inflexible customized systems --- reducing costs and improving corporate governance;
4. Why changes in plans and supporting systems can change behavior, ensure personal accountability and drive strategic execution;
5. How leading organizations are using Sales Performance Management to achieve a competitive advantage; and
6. Why finance is best positioned to lead these initiatives.

Hear from Rod Radojevic, VP Product Management with Varicent, a leader in delivering visionary SPM solutions and Ted Briggs, author and thought leader with Watson Wyatt.

Attendees will also get a complimentary copy of CFO’s recent research study, “Promoting Growth Through Incentive Compensation Management.”

 

Varicent SPM is a comprehensive sales performance management solution that delivers incentive compensation, sales territory management, quota planning and performance analytic capabilities.  Varicent leverages information from Applix, ERP, HR, CRM and other existing systems and extends performance management initiatives throughout the enterprise.   

Applix TM1, a leading OLAP (online analytical processing) technology enables the continuous strategic planning, management and monitoring of performance across the financial and operational functions within the enterprise.

Together, Varicent SPM and TM1 allow Applix customers to further extend performance management beyond finance and into sales operations and other key business areas.

Attendees of this Web cast will learn the benefits of incorporating sales performance management into overall BPM and CPM, and understand the benefits of using TM1 and Varicent SPM together.

The right approach to ICM considers process, people and enabling technology in order to understand the economic impact of pay-for-performance programs while aligning individual metrics to business goals.

Attend this Web cast and hear how organizations like yours have left behind siloed spreadsheets and turned to more comprehensive ICM.  Participants will learn the benefits of and approaches to:

• Linking incentives and organizational strategy
• Using pay-for-performance programs to motivate and retain employees
• Modeling plans to adapt to changing marketplaces
• Integrating incentive measures, quota management and sales territory planning
• Performing customized, real-time reporting and ad hoc analysis.

Hear from Ted Briggs, national thought leader on sales effectiveness and compensation for Watson Wyatt and co-author of “Sales Compensation Essentials” and Rod Radojevic, vice president of product management at Varicent on the latest trends, strategies and successes in ICM.

Incentive Compensation Management (ICM) and its larger implementation, Sales Performance Management (SPM) an umbrella term that also includes Territory Management, Quota Planning and Performance Analytics are truly cross-functional methodologies, processes and technologies.

Finance needs to understand the economic impact of commission plans and know that these plans are aligned with corporate strategy; sales leadership is pushing hard to instill a pay-for-performance culture; IT often supports the technology and provides the data for SPM; and HR works with executive management to design and administer compensation plans.

This Web cast will discuss the challenges and opportunities SPM presents to all the functional areas involved, how properly implemented SPM can reduce disputes and grievances around sales commissions and plans, and ultimately improve satisfaction and morale among employees on incentive plans and employees supporting those plans.

Join Ted Briggs, national thought leader on sales effectiveness and compensation for Watson Wyatt and co-author of “Sales Compensation Essentials,” Rod Radojevic, vice president of product management at Varicent, and moderator John Colbert, vice president of service development for BPM Partners to hear best practices and strategies for cross-functional SPM.