Sales compensation plays a crucial role in sales force execution and growth, especially as companies seek to emerge from the market stall. In this Sales Management Association webcast, two sales compensation experts will examine current trends and best practices among firms utilizing sales compensation in today’s challenging environment. Ted Briggs,...Read more
Sales team productivity matters at IBM Software Group, where management believes “teams are where value is generated.” Building upon research that shows high performance for sales teams correlates to a high level of collaboration, IBM Software Group recently studied the role of “social software” in improving collaboration, productivity, and operational...Read more
In highly competitive markets, the use of analytics by sales management separates the best organizations from their lower-performing peers. Combining rich new data with analysis and decision-making tools, sales management analytics help firms identify the right opportunities, deploy resources quickly, and execute profitably. In this Sales Management Association webcast, Mike...Read more
How do best-practice firms figure out whether they are getting an adequate return on sales compensation investments?  By measuring and managing correlation between their sales forces’ performance and pay.  In this archived webinar, Sal DiFonzo and Mike Rose review several commonly used sales compensation analysis tools that quantify sales compensation...Read more
There's lots of talk today about incentive measures and risk management. Even if you’re not a TARP recipient, your company’s board and executive management could take greater care in deciding which performance measures get used to calculate incentives. Sales incentives are another matter, but the issue still pertains. During a...Read more
Metrics are the window into your sales organization's performance. When properly implemented, they provide the right information at the right time. Many organizations, however, suffer from a lack of metrics, misleading metrics, or metrics implemented inappropriately. As a result, management's visibility is greatly diminished, along with its ability to make...Read more

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