Sales Performance
Analytics: The Choice of the Next Generation
Data, you have too much of it. It isn't clean. It's challenging to manage. Everybody wants to understand it. Clients I work with come from a world...
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Incentives
A Salesperson's Commissions Should Not be a Guessing Game
Salespeople don't want to spend additional administrative time hunting to find answers. We don't want to guess what our earnings could potentially...
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Sales Performance
The Evidence Economy: Are you missing sales opportunities?
In the last year, many articles and experts have focused on the "economy." Some have called it the Client Economy, the Data Economy, the Digital...
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Sales Performance
Insurance Providers with Less Friction Have the Advantage
Insurance, mortgage, and wealth management sellers have options when selling lines of business. The best sellers choose providers that have the least...
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Sales Performance
Cool Features vs. Successful Deployments: What’s Important When Evaluating Software
When evaluating Sales Performance Management (SPM) solutions, it’s easy to become enthralled with each vendor’s cool new features. Who doesn’t want...
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Incentives
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...
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Old School, New School, Motivating Multigenerational Fields
Many companies I talk to are at a turning point: their predominantly Gen X sales team, with an “old school” culture, is faced with an influx of ...
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Sales Performance
It’s Time to Stop Using Spreadsheets
Spreadsheets for Sales Performance Management and Incentive Compensation Management is a bad idea. I have talked to many prospects and clients over...
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Meet Our Contributors
Martin Fleming
CHIEF REVENUE SCIENTIST
Accredited economist, technology strategist, and author with expertise in creating ground-breaking global strategies.
Curtis Schroeder
SENIOR DIRECTOR, PRODUCT MARKETING
Experienced sales and marketing strategist with 15 years of experience.
Jacklyn Lane
PRODUCT MARKETING MANAGER
Experienced marketing specialist with proven analytical approaches to bringing SaaS products and solutions to market.
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