Why Automate Sales Compensation Management


On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. What are some of the challenges your organization faces as it relates to sales compensation automation?

Lead Generation Software


You may first partner with us because we offer the best partner compensation and benefits in the industry. The post Lead Generation Software appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal.

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Optimal Incentive Compensation Plan Design for Successful Implementation


In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. The post Optimal Incentive Compensation Plan Design for Successful Implementation appeared first on OS Blog.

Sales Performance Management: Not Your Parent’s Compensation Calculator


Sales Performance Management (SPM) has truly evolved over the last 10+ years from the days of having an on-premise solution that primarily automated the compensation calculation process with basic reporting, to a new dynamic frontier with extended capabilities.

How to Avoid Wasting Money on a Compensation Assessment

Sales Benchmark Index

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Read this post to reframe what may be disguised as a compensation problem. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Is the compensation model to blame? Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Compensation Study ?

Guest Post: Managing Salespeople: Compensation Survey!

Your Sales Management Guru

Ken: We have two posts today, first How to Manage Manipulative Sales Employees and a BONUS Sales Compensation Survey to help you plan. Author Bio: Erica Bell is a small business writer who focuses on topics such as effective sales software and human resource solutions.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

There are hundreds if not thousands of sales software applications to pick from. Performance & Compensation. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide.

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How Do You Incentivise SaaS Sales?


Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right?

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How Two Newborns Caused Sales Comp Armageddon


I was the Global Sales Compensation manager of a large manufacturing company. And, as so often is the case, this also meant that I was the sole subject matter expert on our sales compensation structure and crediting logic. However, I returned to a sales compensation war zone.

Let’s Make a Deal: The Mysteries of SPM Platform Selections


I see a parallel with evaluating SPM solutions or when OpenSymmetry is engaged to lead or provide over the shoulder guidance for a customer who knows there is some issue with their current state of homegrown incentive compensation solution. Requiring many FTEs to close a compensation period.

The Biggest Small Business Dilemma

Increase Sales

These apps ranged from sales compensation to hiring to individual sales productivity (CRM). Many software producers offer a free trial period. small business CRM quick fix sales compensation sales productivity small business dilemma

The Relationship between Mixology and Sales Performance Management


The Right Execution – Software Selection, Implementation Planning, Software Deployment, and Change Management. Software won’t solve a poor plan design or set of processes. The Execution (Software Selection and Deployment – Managing Change).

The Criticality of SPM Technology


While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

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Finding the Right Sales Performance Management Vendor


This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes.

Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

Smart Selling Tools

Altify @altifyinc Altify is the digital sales transformation software company, helping sales teams win the deals that matter and increase wallet share with a suite of software products that improve opportunity and account management. Dreamforce 2017 is just around the corner.

SLAMMED! Sales Mgmt Boot Camp

Your Sales Management Guru

My pipeline is full, but nothing is closing I don’t think my compensation plan is working. Compensation and incentive strategies. Georganne Healthcare Software Company, US. Slammed! Sales Management Boot Camp- 8 weeks, online.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

Smart Selling Tools

And they ranked it higher than lead generation, compensation, and sales methodology. The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow.

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A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Territory design, quotas and compensation plans. Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. Your Sales Strategy.

We forgot to pay $200k in commissions (and how to make sure it doesn’t happen to you)


” When asked why they couldn’t have housed the information i their existing payroll software, they replied, “There’s no field for that in our system, so we are unable to capture that information.” I see this all the time with my clients: a lack of clarity amongst sales ops, HR, and finance about who owns compensation data and processes. However, the commission and compensation processes ultimately needed to be restructured.

Five Ways to Measure ROI for a CPQ Solution

Cincom Smart Selling

Product configuration software, by definition, sounds like a great idea. A sales rep that isn’t selling is costing money in the form of compensation and lost opportunity. The cost of putting experts on the road – Product configuration software helps users save considerable amounts of money in the form of reduced travel and time spent by “experts” called into stalled sales cycles. Your product configuration software should handle most of this.

Renew Your Vows with The CRM System

Sales Benchmark Index

The software never lives up to expectations. The software simply replaces an old spreadsheet forecasting system. The Compensation Tool: Reps hang onto opportunities until the last minute. One of the biggest purchases a Sales Department makes is the CRM system.

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Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Act-On Software. Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud.

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How Top Sales Reps Interview the Interviewer

Sales Benchmark Index

I have a friend, John, who is a successful software Sale Rep. The major software companies had already moved in. Back then, John was making $150K total annual compensation. The next time you interview for a sales job, ask yourself a few questions.

Why Your Sales Ops Plan for Next Year May Already Be Obsolete

Sales Benchmark Index

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Planning for new analytics software, Business Intelligence platform or new/upgraded CRM? Your compensation plan must align to your strategy.

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Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Aviso provides the leading predictive insights software designed to help sales teams optimize their performance and exceed their revenue goals. Incentive compensation and territory assignment plans are becoming more sophisticated to take into account this longer term view of the account.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

Variable compensation in the form of commissions and spiffs is really just a form of gamification. In the simplest of terms, when the reward compensates for the routine (of CRM), revenue is sure to rise.

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Scaling Lead Gen: Growing NetSuite’s BDR Team to 170 People in 3.5 Years


What’s amazing about NetSuite is that their software can literally be used by any company. If you are struggling with alignment, start here to build trust: Compensation: Make sure the comp plans of the two teams are in sync.

Identify the Blind Spots of Your Competitors Sales Team

Sales Benchmark Index

This year I bought marketing automation software. Three years ago I dropped a King’s ransom with a compensation consultant. The software product was being launched into a replacement market. A prospect will buy this software to replace a system they already have.

Change With Your Customers, Not The Competition

Sales Benchmark Index

They know their rivals’ compensation plans. Overview: Beta Company provided a software product that was one of top 3 solutions within their small-medium business target market. As the VP of Sales, you’re pulled in 15 directions. You’re providing accurate forecasts to the CEO.

Are You a Bulldog? That’s What It Takes for Women in Sales

No More Cold Calling

The bulldog in question is Amy, director of sales strategy at a large B2B software company. She’s been there … as a customer of incentive compensation and a lover of performance management. Here’s what I’ve learned about selling from some top women leaders.

Product launches – tales of preventable misfortunes

Sales Training Connection

Although there are a number of reasons at the margin for this dilemma, two are the main culprits – failing to develop a compelling compensation system and failing to help the sales team adapt and adjust their skills to selling the new product. Sales Compensation .

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

Powerful buyer influence of software review sites like G2Crowd & Capterra. SaaS was the end of forms based software. It’s that time of year again.

Sales Team Gamification and the Virtual #SalesSummit

Smart Selling Tools

After-all, incentive-based compensation (commissions) is just a form of Gamification. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

3 Mistakes in Sales Improvement

Sales Benchmark Index

Working with Russ at a B2B software firm made this painfully clear. However, if compensation is a problem, the CFO will definitely be an interested party. Sales or marketing challenges exist in every organization. Sales performance may be suffering.

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Artificial Intelligence (AI) refers to a system of computers, software, machines and processes that simulate certain aspects of human intelligence such as image perception, voice recognition and reasoning. Base Salary refers to an agreed-upon amount of payment an employee received as compensation for work rendered. Compensation. Content Management System (CMS) is a computer program or software application used to create, modify, store and manage digital content.

Personalize B2B Mobile Site to Grow Revenues

Score More Sales

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Did you know you’re missing out on sales opportunities by having a poor mobile company website?

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Let’s Start Talking About Sales Manager Enablement

Partners in Excellence

There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. They do this through recruiting the right people, onboarding them, setting great performance expectations, training, providing the right systems, processes, tools, and programs, measuring/compensating/incenting them, and most importantly coaching them. There are 1000’s of articles, dozens of books on sales enablement.

The insider’s guide to choosing the best CRM for your sales organization


A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The CRM software market is expected to grow to a $36.5 But at the core, nearly all CRM software have the below features in common. It is easy to buy software for your business. Low user adoption is one of the biggest (and expensive) reasons why software fails in an organisation.

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Why Top Sales Executives Get Fired

Sales Benchmark Index

Marshall had been CSO of a software company for 2 years. Then, at the end of Year One, he decided to dramatically revise compensation plans. This is a high level article for the top sales leader in the company. Your title may be CSO, CRO, SVP of Sales, or Sales VP. It doesn’t matter.