SPM

SPM System Selection – The Demo

I’ve been part of product demos and watched them. This is an obvious game of cat and mouse. As a software vendor, if you are any good, you are doing your best to keep in constant contact with the customer. This will help you devise a demo that looks and feels exactly like what the […]

Sales Performance Management system selection – The Scorecard

Usually you will develop your Sales Performance Management system scorecard off questions you submit in your RFI and RFP, if you chose to go that route. There will be some more in depth questions and examples that you will have that might have not been included in the RFI/RFP documents and they will have a […]

The Stakeholder’s buy-in

When selecting and implementing a Sales Performance Management system there are many critical steps in the process.  In this blog I will cover what is the most essential step: the stakeholder buy-in.  Why is this most important step you ask?  Well, without the interest of this group the project is destined to fail.  I remember […]

Reward Behaviors: The Coming Shift in Compensation Management

By Chris Bucholtz Who here likes math problems? If your hand isn’t raised, I’m with you – there’s nothing I dislike more than crunching numbers. That’s why I’m glad I’ve never had to manage a compensation plan, especially using the old approach (e.g., manually, or with simple spreadsheets). Even accountants are glad those days are gone […]