State of the SPM Market Sales Performance Management (SPM) solutions have become vital for organizations in managing and optimizing their sales teams' performance and compensation structure. As the state of the SPM market continues to evolve, several trends and...

SPM Operations Think of Sales Performance Management (SPM) Operations as Information Technology (IT) Operations, but with a particular slant towards SPM. The graphic above contains seven (7) aspects, and this document provides more context for each of those aspects. ...

Getting Revenue Outside of the Double Doors   Hospitals have been on the front line of the COVID response, but top line revenues are down.  The lack of revenue that is generated by elective and other not critical procedures for hospitals and integrated delivery...

SPM Response to COVID-19: One-Stop Resource Center In the midst of the COVID-19 pandemic, there has been a huge response from industry experts and thought leaders on how to adjust sales and sales compensation. However, the sheer amount of literature out there for...

Stop Searching. We have your answers.   When organizations take on the daunting task of trying to adopt a new technology, especially one to increase revenue, there are going to be significant challenges along the way, ones that you cannot predict. Your core...

Research First Look: Incentive Compensation and Sales Performance Reporting Practices: Webinar Recap   On September 4, Robert Blohm, Senior Vice President of Sales and Alliances at OpenSymmetry, and Bob Kelly, chairman of the Sales Management Association (SMA),...

SPM Vendor Selection Criteria – The Gartner Magic Quadrant, and Then Some Selecting the right technology solution for your Sales Performance Management (SPM) program is no small task. The number of vendors selling award-winning technologies has increased over the...

Sales Compensation Strategy: Creating Effective Reports Tips and Best Practices for Structure, Formatting, and Gaining User Buy-In What is the sales compensation reporting experience like for your end users?  Companies seeking to improve their sales compensation...

Research First Look: Survey of SPM and ICM Solution Providers Recently, OpenSymmetry and Sales Management Association compiled the results of an ongoing research initiative that offers a comprehensive look at sales performance management (SPM) and incentive...

Ten Tips to Take the Dread out of Commission Accruals   For better or worse, accrual processing is a lot like the movie Groundhog Day. In the film, Bill Murray plays the part of Phil, a weatherman who is stuck living the same day over and over. At first, he...