According to The Forrester WaveTM: Sales Performance Management Solutions, Q1 2019, "the SPM solution market is growing because sales leaders are under more pressure to drive growth and maximize efficiencies and see SPM as a way to address these challenges." On Thursday, February, 21st at...

Effective sales territory mapping is critical for successful sales performance management (SPM). Yet, according to 2018 research from the Sales Management Association, 83% of organizations continue to design territories with error-prone, ineffective spreadsheets! To drive revenue and gain...

2019 is fast approaching, and with that comes the exercise of rolling out your annual sales compensation plans, quota, and territories. As a leader within your sales organization, you’ve been working in collaboration with your leadership team to align sales strategy to corporate goals. Any...

Without accurate sales planning, you’re operating at a disadvantage right out of the gate. If you are not hiring at the right pace, you can’t accommodate quota capacity and if territories are imbalanced, you miss potential sales opportunities. Learn how you can increase your ability to...

Private and public companies have discovered that they underestimated the complexity and system requirements to manage commission expense accounting under ASC 606 (IFRS 15) with shortcomings identified in both spreadsheets and ERP software. Organizations are finding they need an automated and...

With year end, sales leaders are razor focused on two key areas: hitting numbers and planning for the year ahead. However, basing team performance decisions on gut instinct may not be the most effective way to plan. On Thursday, December 6, join Michelle Howard (Product Marketing Manager) Noel Paton...

In 2014, the International Accounting Standards Board (IASB) and Financial Accounting Standards Board (FASB) began converging compliance requirements for sales commissions. Encapsulated under AASB15 in Australia, NZ IFRS15 in New Zealand and ASC 606 in the US, by the time you attend this session...

Sales Performance Management (SPM) has long been viewed as an annual exercise and focused only towards incentive compensation. However, with access to real-time data, organizations can and should look beyond incentive compensation to sales and territory planning, and as a continuous exercise year...

Your sales planning starts with sales territory planning. As the foundation of sales performance management (SPM), sales territories affect all aspects of your organization’s achievement. Ineffective territories cause inaccurate and unfair quota allocation, impacting your...