2018 Sales Compensation Administration Best Practices (Full Survey)

More than 200 companies were surveyed to uncover sales compensation planning and administration best practices. See the results in the full survey report.
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The Complete Sales Planning Handbook
What You Need to Know to Build the Right Structure for a Successful Year Sales planning is a fundamental part of successful sales organizations. Therefore, ...
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Commission Expense Accounting Under ASC 606 (IFRS 15)
Evaluating ERP Software Versus Xactly CEA To account for sales commissions under ASC 606 (IFRS 15), companies need a reliable system of record. Automation makes ...
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The Impact of Pay Mix
Compensation should be used to drive a competitive advantage in sales organizations. The right compensation can help attract and retain top talent and it is ...
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2018 Sales Compensation Administration Best Practices (Full Survey)
Sales compensation is the driver of sales organizations. Incentives drive sales behaviors and impact morale, performance, and attainment of organizational goals, but there are several ...
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Reducing Operational and Financial Risks with SPM Technology
Lowering operational and financial risks is essential to safeguard a company’s reputation, maximize ROI, increase efficiencies, and drive revenue growth. As companies look to implement ...
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The Impact of Tenure on the Retention of Top Performers
A recent review of Xactly Insights data highlighted the impact tenure has on the retention and performance of top sales team contributors. Most notably, peak ...
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The Urgency of Territory Design with Sales Performance Management
Territory planning is the foundation of sales performance management (SPM). Effective territory allocation ensures you set the right quotas and design the right incentive compensation ...
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Optimizing Sales Planning with Data Intelligence
Sales planning represents the critical first link for any business. By automating and adding intelligence to sales planning, SPM technologies bolster organizational alignment, drive productivity, ...
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Cost Accounting Under ASC 606
Your Questions Answered by SVP and Research Director of CFO and Business Research, Ventana Research For most companies that do business using contracts, the ASC ...
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Mastering Sales Integration During an Enterprise Merger and Acquisition
Today’s sales world is highly competitive. Established companies face intense pressure from existing competitors and new industry entrants, as well as more knowledgeable consumers. As companies ...
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2018 Mid-Market Sales Incentive Study
How Finance and Sales Collaborate to Optimize their Sales Performance Management Aligning sales and finance teams and retaining top sales talent is necessary for successful ...
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Driving ROI: The Business Case for a Comprehensive Sales Performance Management (SPM) Solution
Organizations looking at Sales Performance Management (SPM) solutions, are continually challenged with finding efficient, cost-effective solutions, while also reducing errors and ensuring incentive plans motivate ...
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