Varicent Web casts

Learn how best practice organizations move beyond pure Incentive Compensation Management (ICM) and commission calculation for more strategic management of sales operations.

ICM is just one component of sales performance management (SPM), which also includes territory management, quota planning and performance analytics.

As an attendee you will receive a white paper summarizing results from a recent survey on Sales Performance Management (SPM) practices at leading organizations.

During the webcast attendees will:

• See a live demo of Varicent SPM
  
• Learn about the benefits of integrated incentive compensation management, territory management, quota planning and performance analytics
  
• Discover how leading organizations significantly reduce the amount of time spent managing and administering incentive compensation plans
• Gain a better understanding of sales performance analytics and how to use scenario planning to understand the impact of changes in your territories, quotas and sales plans
• See how SPM helps improve the performance of individuals and the corporation

Hear from Rod Radojevic of Varicent Software, an innovator and provider of sales performance management (SPM) solutions, on the competitive advantages of SPM.

 

Over the last couple of months the economic landscape has changed significantly. Organizations are moving swiftly to drive efficiency and effectiveness within their sales organizations. That means more scrutiny of sales plans and their financial impact, revising resource requirements and compensation budgets to control operating costs and responding quickly to new business strategies and incentive programs. In this webinar learn how leading organizations are responding to these new changes and how they are saving time and money while reducing their business risk.

Discover:

• How Varicent Sales Performance Management keeps the sales force focused on selling while reducing the overall cost of sales
  
• How to reduce time and effort required to develop, manage and administer incentive pay programs
  
• How to enhance audit and compliance capabilities over one of the largest variable expenses for many organizations
  
• How to reduce incentive payment errors and overpayments
  
• How to bring real-time visibility to key metrics required to make informed decisions

Hear from Rod Radojevic of Varicent Software, an innovator and provider of sales performance management (SPM) solutions, on the competitive advantages of SPM.

 

 

Organizations and their Finance Executives have long struggled to manage sales compensation and incentives, and correlate it to business results. Variable compensation and incentives are two established ways to improve the outcomes of sales forces, but they do not always produce the results intended.

Join Business Finance and Ventana Research for a 1-hour web event exclusively dedicated to educating and presenting the latest in sales compensation management.

This webcast will cover these important topics:

• What is Sales Compensation Management and why should companies automate their process
  
• Which capabilities and benefits can be achieved from an investment in sales compensation management
  
• What are the best and worst practices

The webcast also will include

• A demonstration of technology for sales compensation management
  
• A discussion of real world implementations

Also Rod Radojevic from Varicent will discuss:

• How leading organizations are gaining control of sales compensation, improving sales reporting and driving better return on their sales compensation investment
  
• Factors to consider when enhancing and automating enterprise wide variable compensation processes and systems
  
• How to enhance audit trail and compliance capabilities around incentive compensation programs
  
• An overview of a leading sales performance management solution

Featured Speakers:

• Robert D. Kugel, CFA, Vice President & Research Director, Ventana Research
  
• Mark Smith, CEO & EVP Research, Ventana Research
• Rod Radojevic, VP Product Marketing, Varicent Software

 

 

Price Optimization and Sales Force Compensation may seem like unrelated activities, but they are integrally linked elements of a high performance marketing and sales process. Sales force deal making is where price strategy is or is not executed. Technology can help transform both pricing and ICM capabilities, but success of either requires careful alignment. Companies must reach across functional boundaries to ensure that sales force and channel partner compensation reinforces the pricing strategy (selling at the right price to the right segments) and that pricing strategy is continuously informed by insights from the sales force (win/loss analysis, changes in price sensitivity over time or by deal type, etc.)

Join us and you will learn:

• Why aligning pricing strategy and incentive compensation is important
• About the benefits of integrating sales performance management and pricing management processes and systems
• How organizations can successfully achieve this alignment

Attendees will receive a complimentary copy of a recent Accenture report, "How to Motivate Your Sales Force to Great Performance."

Hear from John Hanson, senior executive in the pricing and profit optimization group, Accenture; Jason Angelos, senior executive in incentive compensation management, Accenture; and Rod Radojevic, vice president of product marketing, Varicent.

 

 

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.

 

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.