Sales Performance Management Archives

February 22, 2018 In Incentive Compensation, Sales Performance Management By Mark Donnolo

Guest blog: 10 Success Factors for Quotas Part 2

This is the second in a two-part series of Ten Success Factors for Better Quotas. Click here for Part I. 6. Move Beyond History. Most organizations set quotas by looking backwards (The old, “Take last year’s goal and add 10% method).But this historic approach can punish your top...

February 14, 2018 In Incentive Compensation, Sales Performance Management By Mark Donnolo

Guest blog: 10 Success Factors for Quotas Part 1

So what makes good quota-setting so challenging? We see 10 issues that make a difference when setting quotas. Knowing the causes and leveraging these success factors could help you set clear quotas for your organization. 1. See Beyond a Single Number. When executives design a good...

February 7, 2018 In Incentive Compensation, Sales Performance Management By Anne Cantey

Crush communication siloes during your ICM implementation

It's the beginning of the year, and a much-needed ICM implementation may be in the works. However, without getting the right information to the right people at the right time, your rosy future state may come with conflict, confusion, and delays. For SPM software implementations, with...

January 23, 2018 In Incentive Compensation, Sales Performance Management By Ray Wells

Sales Performance Management 101 for the Corporate Board: Why SPM Strategy is Critical for Sales Success

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management (SPM) Technology on each area of the business including Sales, HR, Finance and Executive Management. In this sixth and final post, we discuss how SPM can support the Board of...

January 10, 2018 In Incentive Compensation, Sales Performance Management By Jennifer Watson

IBM ICM Users, Rejoice: v10 is Here

You may have heard of the IBM ICM (Incentive Compensation Management) Version 10 release and all of its bells and whistles. Clean new interface, thin-client delivery model, and newly added reporting capabilities so that mobile viewing is a breeze. Incorporating IBM Design Thinking, this new...

January 9, 2018 In Incentive Compensation, Sales Performance Management By Ray Wells

Sales Performance Management 101 for HR: Keeping Employees Motivated Through Compensation Transparency

In this six-part blog series, OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this fifth post, we discuss how HR leaders can ensure high employee engagement and satisfaction...

January 4, 2018 In Incentive Compensation, Sales Performance Management By Ray Wells

SPM Transforms the Career Path from Admin to Analyst

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this fourth post, we discuss how sales compensation administrators can streamline the incentives management process...

January 2, 2018 In Incentive Compensation, Sales Performance Management By Ray Wells

Sales Performance Management 101 for Finance: Know the Cost of Your Investment in Sales

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this third post, we discuss how SPM affects Finance, providing visibility on cost of sales...

October 30, 2017 In Incentive Compensation, Sales Performance Management By Ray Wells

Sales Performance Management 101 for Sales Leaders: Maximising Performance of Your Sales Team Using the Right Technology

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this second post we focus on the sales leader. Effective SPM supports sales leaders in the...

October 18, 2017 In Incentive Compensation, Sales Performance Management By Ray Wells

Sales Performance Management 101 for Sales Reps: Getting the Sales Numbers You Need with the Right Technology

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management (SPM) Technology on each area of the business including Sales, HR, Finance and Executive Management. In this first post we focus on the seller. Effective SPM can be a game-changer...