The Right Sales Plan Incentives and Alignment Deliver Sales Success Assume you all watched the game on Sunday and what a game it was! It got me thinking about our sales incentive industry and how having the right plans, incentives, and alignment to goals can deliver...

How Many Comp Plans Does an Organization Need? Does your organization have too many compensation plans? Or not enough? Many are quick to assume that the fewer compensation plans an organization has, the better. An organization can quickly become bogged down with too...

What’s New in Reporting and Analytics with SAP Commissions  One of the core value propositions of SAP Commissions is its pre-integrated reporting tool set.  These tools deliver up-to-date calculation results to payees and compensation administrators without the need...

Focusing on the SPM Workflows Definitions of Sales Performance Management (SPM) vary, but most would agree it includes:  The creation of variable compensation plans  Inbound/outbound data integration  Territory and quota planning  Calculation of sales commissions and...

Progress with Limited Resources A common challenge many organizations are facing this year is the reduction of budgets for programs that support operational aspects of their businesses. Even critical path programs like compensation, and more specifically, Sales...

Selecting the Right SPM Solution the First Time Perhaps a byproduct of pandemic-isolation decision-making, but we’ve noticed quite a surge in companies who have discovered the Sales Performance Management (SPM) solution they deployed, or are still deploying, does not...

Considerations and Key Factors When Planning an SPM Implementation The THREE pillars of Sales Performance Management (SPM). It's a prevalent misconception that using incentive automation tools increases speed, reduces errors, and decreases manual efforts. To maximize...

Considerations and Key Factors When Planning an SPM Implementation Every organization is different and understanding the current state and future state vision will be the key to a successful SPM technology selection and implementation. Here are some considerations to...

Incentive Compensation Plan Design Best Practices for Maximum Buy-In A common challenge facing compensation professionals when reviewing sales incentive compensation plan design is managing the relationship between the sales force and leadership. The design and...

The Power of HCM Systems  How can HR gear up for the challenges of scaling up every aspect of workforce management whilst aligning with business goals? Learn the enabling role technology has to play in transforming HR into strategic partners. This article examines 3...