In every organization, five main processes usually are occurring simultaneously, but often disjointedly: customer management; pipeline and forecast management; sales enablement and training; quote and proposal management; and sales compensation and incentives. This e-book covers the ways in which they need to evolve and be streamlined, and puts the following questions for a quick self-assessment:
? Is my sales organization evolving at pace with customer expectations?
? Are my sales reps providing value to every customer exchange?
? Are my reps set up for success, and set up to sell quickly after they onboard or change territories?
? Do you provide your reps with the tools they need to be efficient and effective?
SAP has been ranked a leader in the latest Gartner Magic Quadrant for Sales Performance Management.
The Gartner Magic Quadrant for Sales Performance Management (SPM) examines the fast-growing SPM space and helps companies identify the best solutions for driving sales, aligning incentives, automating commissions, and effectively planning your territory and quota strategies. For the third year in a row, SAP is listed the highest and furthest to the right for “Ability to Execute” and “Completeness of Vision”. This marks our sixth year in a row positioned among the leaders.
Discover the important trends in SPM solutions that can help you make a buying decision. The report includes:
? A comprehensive evaluation of 11 leading vendors in the SPM space.
? Key trends in sales plan optimization, including why companies are increasingly using AI to achieve more effective sales incentive plans.
? Strategic planning assumptions, including the assumption that 40% of B2B providers with more than 10
Download this free e-guide to gain an understanding of predictive analytics concepts, how to align your data sources to unlock the value of the data in your organization, analyze the correlations, and reap the benefits of analytics in optimizing sales performance.
Be ready for the future today, with Sage Business Cloud Enterprise Management
To manage this growing technology and business complexity, modern ERP is a must for distributors.
It’s needed due to:
• A need for multiple sales channels, both offline and digital
• Ever-growing product portfolios, including offerings that may be customized, complex or bundled
• The addition of value-added services, which could include assembly and labelling
• Pricing, rebates and the addition of incentives that could drive profitability
• Calculation and demand complexity, which increases the need for customer segmentation
Modern ERP is the driver of digital transformation for a distribution business. It can provide streamlined processes, centralize back office functions, allow new service offerings, and help in understanding profitability.
Published By: Anaplan
Published Date: Mar 29, 2018
Incentive compensation represents the potential of delivering optimal sales results. But with up to 60% of sales reps’ income coming from incentive comp, it is crucial to get this right. Our study data has shown that ineffective compensation structures can lead to disengaged reps, high turnover, money left on the table, and low margins. The way we have designed and managed incentive compensation plans in the past may inhibit the sales force and prevent the business from scaling at the needed rate. Modeling and planning quickly become too complex for a spreadsheet-driven exercise.
Published By: Optymyze
Published Date: Feb 05, 2018
Optymyze jumps to a new high in the 2018 Gartner Magic Quadrant for Sales Performance Management.
Named a Leader for the third consecutive year, Optymyze distinguished itself through agile operations, a strong business model, and excellent market execution. Gartner Research, the world’s leading research and advisory firm, also recognized our efforts to deliver innovative solutions and respond to client and market needs.
This objective vendor comparison from Gartner is a must-read for any company considering an SPM solution.
Access the full 2018 report!
• Practical guidance on evaluating SPM solutions
• An in-depth review of Optymyze and 10 other vendors
• Analysis of SPM vendor capabilities and industry trends.
Get instant access to the full 2018 Gartner research report!
Published By: Anaplan
Published Date: Nov 27, 2017
"A recent CSO Insights’ study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise.
Download this white paper to find:
• The disconnect between sales behavior and incentive compensation structure
• A recommended approach you can take to optimize your compensation plan
• Three key steps to better predict and control sales revenue
*CSO Insights 7th Annual Incentive Compensation and Performance Management (ICPM) study"
The number one driver of your organization’s success is sales performance.
In this new eBook, 10 industry experts provide their top tips on how to inspire sales reps and maximize their selling power. With decades of sales management and training experience between them, they share proven practices to accelerate performance across your organization.
You will learn how to:
Improve coaching and training processes with weekly teaching labs and goal setting
Motivate behaviors through incentives like SPIFs, bonuses, and recognition awards
Build a better team culture by taking the time to personally connect with reps
Increase rep productivity with practical advice you can start using today
Don’t miss this guide on how you can incorporate continuous improvement and drive better performance. Download the eBook today!
A trending topic amongst Sales Leadership is whether to SPIF, or not to SPIF. Do Sales Performance Incentive Funds (SPIFs) motivate or distract? With Salesforce and Xactly, it all comes down to how you use them!
Sales Compensation planning season is right around the corner, and there’s no better time than now to start preparing! Join compensation expert Robert Blohm, Xactly’s VP of Strategic Services, for an on-demand webinar which will share industry best practices regarding preparation efforts to help ensure you are ready. We’ll cover everything you need to do BEFORE you start designing. With the right preparation, your new plans will be grounded in reality and guided by the best thinking in your organization. Prepare to succeed.
Over 100 companies participated in Xactly’s inaugural Sales Compensation Administration Best Practices Survey and provided us with information around the processes, approaches, and technologies they use to design and administer their sales compensation programs. The primary focus of this study was to better understand how sales compensation programs are typically managed and to provide companies with information so that they can self-assess where they stand in relation to their peers.
At the corporate level, buying software of any sort can be an overwhelming and time consuming process. There are various vendors to consider, different features to prioritize, and the need to align decision-makers across multiple departments in order to come to a conclusion. It can be especially tricky to navigate if you are selecting a vendor for a job previously accomplished without software.
To ensure that you provide the right incentives that help your company achieve growth and success, you need to think strategically about the design process of your sales incentive compensation plans. With careful consideration and thoughtful design, you can inspire your teams and empower them to perform above and beyond the competition. Read on to find out how.
Published By: Anaplan
Published Date: Apr 06, 2016
Optimizing incentive compensation: aligning what you say with how you pay
CSO Insights’ ICPM study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. It is crucial to get these incentive compensation structures right, because sales reps receive up to 60 percent of their income from incentive comp.
In this white paper, we discuss the disconnect between sales behavior and incentive compensation structure and provide recommended steps towards optimizing your compensation plan.
If you’re a sales manager, you’re probably feeling stuck in the middle. On one hand, you have a huge employee engagement movement going on with HR departments focusing on developing leaders and recognizing achievements with substantial budgets. On the other side, marketing departments are using technology and creativity (and also large budgets) to connect with and educate customers about their products, solutions and brands.
The trend is to challenge every dollar spent on sales compensation to maximize ROI. HR departments are treating salespeople like all other employees. And customers are going online to avoid anyone with sales in their title.
Based on our research and applications we see in our customers’ leading sales initiatives, if you’re a sales manager, you are trying to maximize results out of your sales team by increasing your teams engagement to meet company goals. Download this white paper to see which eight trends you should consider as you strategize for the year.
This best practice is enabled by analytical insights, social collaboration, and real-time access to information on any device, so you can better manage sales performance, motivate sales people and mentor best practices, while ensuring that incentive compensation plans supports your strategy.
If you're reading this, you are likely paying out some form of base-plus-commission to your quota-carrying reps or channel partners. But are you deriving the maximum business value from a holistic Sales Performance Management (SPM) approach toward your incentive -oriented people, processes, and technologies?
Many companies are adding integrated recognition and reward strategies specifically to engage employees, enhance the employee experience, and drive shared responsibility for reaching corporate goals throughout the organization. This white paper from TharpeRobbins shows you how performance-driven rewards help our clients move beyond traditional service and safety reward programs to new levels of employee recognition.
Employee recognition is constantly evolving. As people’s tastes change, new generations enter the workforce and recognition’s effectiveness in driving employee engagement continues to get results. This e-book from TharpeRobbins explains the top five employee recognition trends to watch for in 2015.