Most organizations face sales compensation challenges such as overpayments, underpayments, and recurring disputes. Many assume the problem lies with inefficient compensation plans and calculation errors. But a review of decades' worth of sales compensation administration experiences reveals an altogether different root cause for such errors: poor data quality, and inefficient...Read more
Forecasting sales performance is fraught with risk, and many sales organizations fail to anticipate changes that undermine success. Among these is the risk associated with salesperson turnover. In this webcast we examine staffing, hiring, and attrition variables that contribute to sales force capacity, and detail how to best model these...Read more
Assign too little potential to salespeople and they'll starve, but too much assigned potential leaves some opportunities unaddressed. Balancing potential across sales territories helps make quotas achievable for all salespeople and maximizes the firm's sales capacity and productivity. This webcast considers territory optimization approaches, including: Utilizing what-if scenario analysis to...Read more

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