[This is the first in a series called Voice of the Manager, featuring guest posts from member practitioners. This post is authored by Nicholas Kontopoulos, Director Global Marketing at SAP. -ed.] I am passionate about fusing innovative business processes with technology. I have to be: that’s the only way the...Read more
Sales Management Association underwriter The TAS Group advises clients on Sales Performance Automation – a “salesperson centric approach to increasing revenue, improving sales forecasts and metrics, and continually reinforcing best practices.” SPA uses technology to enable sales methodology, and deliver just-in-time training to salespeople when it matters the most – at the...Read more
Brad Stevens is the head men’s basketball coach at Butler University, and is already a coaching legend at age 34. His team competes tonight for the NCAA title for the second year in a row. Who knew he was a former Eli Lilly sales comp wonk? The NY Times weekend...Read more
Two executives are given departmental budgets: one is a CIO, the other a Chief Sales Officer. The CIO buys a lot of software and hardware; the CSO a lot of sales training. What steps will each take in order to make sure they get a solid ROI on their departments’...Read more
Sales Management Association underwriter Better Sales Comp Consultants has redesigned its site, which looks great. BSCC's Per Torgesen provides an excellent series of posts there on practical tips for sales compensation plan design. His most recent covers "making the sausage" – the sometimes messy process of creating compensation plans for...Read more

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