Though many companies want to implement sales comp automation at the beginning of the calendar year, that may be the worst time to do it because they are heads-down with forecast activities, pay plans, and SPIF programs. This raises the question, when is best to begin with sales comp automation?
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As I said in my last post, there’s a critical difference between sales comp strategy and sales comp execution. The former is essential—companies drive business results when they strategically align sales performance with their corporate objectives. But without the proper tools, effective execution is nearly impossible.
Brace yourself. This may come as rather radical news, but a spreadsheet is not one of them.
“SaaS is not a market. It’s just software,” reads the title of a recent blog post by Mark Everett Hall of Computerworld. He’s riffing on a statement made by Trisha Gross of SaaS-based Hubspan, who argues that “there’s a market for CRM, ERP, supply chain management, integration software and other markets, but not SaaS.” These [...]
Here in San Jose, where Xactly is headquartered, the Tech Museum of Innovation – located right down the street from us – recently unveiled the world premiere of an exhibit titled ‘Leonardo: 500 Years into the Future’, billed as “the largest, most comprehensive exhibit of the innovative art, science and engineering works of Leonardo da [...]
Recently, I flew to visit a potential customer – this prospect happens to be a good-sized bank, and as is often the case with financial institutions they are extremely cautious about everything having to do with risk and security. As a matter of fact, an executive in attendance made a point of asking me if [...]