Paulson Lan
Paulson Lan is the Solutions Consultant at Varicent and has been in the ICM/SPM space for over 12 years and has helped numerous organizations around the world improve sales performance by leveraging various compensation strategies and streamlining back-office and sales operations processes.
Paulson holds a Bachelor of Science in Electrical Engineering from the University of Toronto.
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The Sales Pipeline Metrics You Really Need
‘If you aren’t measuring, you aren’t managing’ is a well-known adage from every business school. Measuring inputs, activities, and outputs is a...
Designing the Ideal Sales Development Representative Compensation Plan
It’s easy to think of sales success as a highly skilled and focused individual taking on the world and winning single-handedly. The reality – as any...
How to Balance Your Sales Territories | Varicent
It’s important to create and maintain not just a workable sales territory strategy but a truly balance one. While we have previously covered the...
Sales Tools for 2021
Ask anyone who works in the sales world what sales tools they rely on, and you’ll get a vast range of responses. From relying on customer...
How SPM Software Solves Sales Challenges
Impossibly high quotas, territories that are either under or over-resourced, and outdated processes and systems that make tracking figures and...
Transform Your Sales Strategy with the Right SPM Software
When Varicent commissioned Forrester to carry out a study across several sales organizations of the tangible advantages that SPM software brought to...
Right First Time Compensation Statements Are Now a Reality
It’s time to talk compensation statements. We’re assuming, dear reader, that you’re in sales. If we’ve got that basic right, then please think about...
Sales Metrics & KPIs that Every Team Should Measure
Imagine for a minute that you’re trying to cross a busy highway on foot while blindfolded. You have no way of knowing where the traffic is...
Automating Not Just Commissions Calculations but also the Enhancement of Sales Processes
As Sales Performance Management (SPM) and Incentive Compensation Management (ICM) solutions are increasingly making their way into organizations big...