OpenSymmetry Blog: Expert Insights on Sales Force Enablement

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Build or buy? Strategy

Build or Buy? A Vendor-Agnostic Evaluation for ICM

Whether it involves sun-setting a legacy incentive compensation management (ICM) system or upgrading from loosely-structured spreadsheet systems, there comes a critical point in any IT modernization process where a decision must be made to refactor an aging system, move towards full replacement, or purchase an...

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Disaster Recovery for Sales Comp Plan Rollouts

Last week, I addressed how to anticipate and prepare for the aftermath of a sales comp plan rollout – especially when you know the sales team is going to be angry. However, maybe your comp team thought that there was already a good rollout communication...

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Outstanding in the Field: ICM Self-Service Enablement for Field Reps

We live in the user experience economy. One-click shopping, visual emails, and ordering lunch delivery through a mobile app with your favorite menu items bookmarked. Likewise, it’s no surprise that more companies are adopting that same mantra with employee self-service in regards to their field...

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Mylan Sold Its Soul – Will Your Sales Team?

In the past weeks, Mylan made big news for raising prices by over 500% for the EpiPen, an antihistamine auto-injector used in the case of life-threatening allergic reactions. This aggressive pricing strategy was scrutinized before Congress, with news constantly unfolding about profit margins and anti-competitive practices. At the...

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Is Your Compensation Plan Driving Sales to the Wrong Finish Line?

“Moving the needle” in terms of overall sales force performance is no mean feat. Sales Enablement – yes, big S, big E – is becoming an increasingly important function of many sales organizations, charged with increasing productivity, typically through the effective application of investments in...