OpenSymmetry
JANUARY 27, 2016
A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Poor or excessive customer coverage if territories are too small, leading to missed revenue.
OpenSymmetry
JUNE 9, 2016
The Journey to Sales Incentive Optimization. A familiar scenario that salesforces experience is the excitement and optimism of the new sales incentive launch, followed by the realisation that: New rules have been introduced which limit the kind of high payouts experienced last year which made the plan unaffordable.
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SBI Growth
FEBRUARY 5, 2014
Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.".
OpenSymmetry
FEBRUARY 10, 2016
In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Finally, 70-80% of companies will have no or at best inflexible technology to support incentives.
SBI Growth
OCTOBER 21, 2013
Those reps were covering an extensive territory and large customer base. A media organization recently created home grown CRM system. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Resource Allocation. An electronics manufacturer was seeing declining revenue per head.
SBI Growth
FEBRUARY 5, 2014
Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.".
SBI Growth
OCTOBER 29, 2012
But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Or, the sales force has been trained on using social media in selling. Maybe a change to the IC plan calls for Reps to focus on top accounts in their territories. What can be done?
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