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...
Graig Cleary •2 minute read
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...
Paul Peters •3 minute read
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...
Dennis Murphy •1 minute read
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...
Reed Chaikin •2 minute read
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...
Paulson Lan •1 minute read
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 ...
Gabrielle Doby •1 minute read
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...
Walter Robinson •2 minute read
OSFI and Sales Performance Management
In Canada, we have a regulator called the Office of the Superintendent of Financial Institutions, OSFI. They are an independent federal government...
Dennis Murphy •1 minute read
Unlocking the ROI of Your Sales Incentive Program
Incentives are what ultimately drive behavior to achieve corporate objectives. It’s evident that lots of careful consideration and planning factor...
Gabrielle Doby •1 minute read