5 Days of Valentines: Playing Cupid With Sales & Finance

Not too long ago, before a rep would leave for an appointment, a sales manger would say, “Come back with the purchase order or don’t come back at all.” In those days, the sales cycle consisted of getting the lead, chasing the deal, fighting over redlines that were being faxed back and forth, generating a purchase order, and then waiting for a “wet” signature to finally book the business.

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Don’t let your Comp Plan Haunt You: 5 ways to Manage Risk

In the past, managing risk was a topic flying under the radar in the sales comp world, but no need to be afraid; authorities in the field are no longer spooked by the topic, and are bringing it to light to help you find your way out of the darkness and help you through your sales comp labyrinth. Managing risk is no longer just an abstract idea; it’s a mindset that you must apply…

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The Risk of Estimating Compensation

Many organizations use spreadsheet applications to manage their incentive compensation programs because they believe that spreadsheets take human error out of the process of crunching numbers. But that’s just not the case.

Think of it this way: Would you balance your company’s books with an abacus? Probably not. But if you’re still using thirty-year-old spreadsheet technology to track compensation and to drive employee motivation, that’s more or less what you are doing. And you’re not…

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