Beyond the Commission: Staying Ahead of the Sales Performance Management Maturity Curve

17 April 2015

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In many companies today, the sales department is managed independently of the Human Resources function. Sellers are naturally different in that they hold more of the fate of the company's fortune in their hands than any other line of business.

Join Peter Ostrow, VP and Group Director at the Aberdeen Group, to learn how organizations can adopt a more sustainable and mature approach to running a successful sales organization. In this webcast, you will not only learn how best-in-class organizations deploy and support the automation of traditional compensation management (ICM), territory and quota solutions, but also what leading-edge trends and new technologies they are adopting to ensure they stay ahead of the sales performance management curve.

Key Takeaways:

  • Why the link between sales employee satisfaction and overall enterprise performance should matter to you
  • Surprising data about the true cost of sales turnover
  • Non-cash incentives: should I bother
  • When sales reps can handle more data than you ever thought possible
  • Why Mr. Spock would have made a better sales leader than Captain Kirk.

You will also hear from Fred Sass, Worldwide Marketing Executive for IBM Sales Performance Management, who will share how leading organizations are gaining a competitive advantage, increasing revenue and driving growth with sales performance and incentive compensation programs.

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