Category: Variable Comp

“A” for Effort or “F” for Fail?

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At Xactly, we know that incentive compensation can produce win-win outcomes for companies and their employees. In Game the Plan: Every Sales Rep’s Dream; Every CFO’s Nightmare, Xactly CEO Christopher W. Cabrera brings attention to this important idea and also challenges readers to change their mindset about what it means to  “game the plan.” When compensation and incentives are done right, gaming the plan actually motivates reps to meet goals that benefit both…

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CRM influencer Denis Pombriant Discusses Incentive Compensation

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In his most recent article, “The Incentive Compensation Process” CRM influencer Denis Pombriant discusses the quiet revolution that’s currently going on in front office automation. The change he highlights is the focus and interest of business leaders and administrators alike changing from data collection to a process mindset.

So how did these changes occur? Pombriant articulates how Big Data played a major role in the shift from front office solutions solely capturing and…

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The Cost of Guesstimating Compensation

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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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