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incentive compensation

Optimize incentive compensation in 2018: Credit, calculate, and change (Part 2)

A new year means a fresh chance to take a look at your incentive compensation plans and perhaps a second chance to untangle and clean up the existing formulas, data logic, and compensation rules. In our last post, we covered optimizing your incentive compensation system from a holistic operational…
By Open Symmetry | December 28th, 2017 | Commissions
CRM

Leading CRM + Leading SPM = Serendipitous Sales Ops

So many solutions these days work best in packages. You want your car linked to your iPhone. Your CRM integrated with your CMS. Your data management system linked to your cyber security software. Today’s world is all about integrations because, well, most things just function better in tandem, and…
By Eric Blevins | December 21st, 2017 | Sales Performance Management (SPM)
incentive compensation

Get your 2018 incentive compensation plan started now

As 2017 draws to a close, you’ve probably got a lot on your mind. The holidays, gifts, travelling to visit family, that ski vacation you’ve been planning, and…..yes, incentive compensation. That’s right, it’s time to get your incentive comp plan for 2018 ready. Like most comp managers, you will…
By Open Symmetry | December 19th, 2017 | Commissions
compensation management

Rewards vs. Incentives: Know this simple distinction for better compensation management in 2018

Incentives and rewards—they’re two words we learned so long ago, and we often use them interchangeably. In most cases, that’s fine. But, in the world of sales compensation management or customer service, using those words interchangeably can be counterproductive. If it’s your job to motivate…
By Hannah Pap Rocki | December 15th, 2017 | Commissions
implementing ASC 606

Teaming with Tony: What there is to learn about implementing ASC 606—Backlog disclosures

Setting the stage In the September 2017 volume of The Analyst’s Accounting Observer, R.G. Associates surveyed 391 S&P 500 firms’ 10-Q disclosures with December and January year ends to understand the effects of the new revenue recognition standard to publicly traded firms. Based on the…
By David Williams | December 13th, 2017 | RevSym
Customer Experience

The Customer Experience Perception Gap

The good news is, more and more company leaders are starting to get that they need to focus on the customer experience; the bad news is, many—most—are still struggling with the concept, choosing instead to focus on sales, metrics, and maximizing shareholder value. The crazy thing is that they…
By Annette Franz | December 6th, 2017 | Customer Experience
Customer sales operation

How to get your sales operations team strategic fast

In our last blog post on the evolution of sales ops, we talked about dividing all your sales ops tasks into 4 categories (Manual Routine, Cognitive Routine, Manual Non-Routine, and Cognitive Non-Routine), according to SiriusDecision’s matrix. This was explained on their recent webcast. The…
By Christine Dorrion | December 4th, 2017 | Lead to Money
prospect

"Are You Clairvoyant?"

Everyone knows sales is part art and part science. Push too hard and your prospect is gone for good. Pursue someone who’s truly just browsing, and you’ve wasted precious time that could have been focused on someone else who’s interested. But even true leads have their own ways of dipping their…
By Aaron Parker | November 27th, 2017 | Marketing Automation
form fills

Personalization Without Gates: How to Thrive Without Form Fills

Remember when everything about marketing centered around scale? Technology was built to help us send as many emails as possible or to blast out as many ads—on as many channels—as possible. Those days, as we all know, are long gone. If that era was defined by quantity, today’s era is defined by…
By Erik Kaiser | November 16th, 2017 | Marketing Automation
Marketing Automation

Marketing Automation: The Paradox of Choice (and a Simple Solution to Make the Right One)

  Imagine taking your car to get the oil changed today and being presented with 100 different types of oil, 40 different filters, and 30 different kinds of coolant—all at varying price points and quality levels. Now, imagine pulling into a gas station and having to select from 75 different grades…
By Erik Kaiser | September 26th, 2017 | Marketing Automation