We’ve all the heard of the Law of Unintended Consequences, that is that actions of people always have effects that are unanticipated or unintended. Although this term is typically used to describe government, I’m sure most of us have experienced it. Those of us in the realm of sales compensation know all about this Law. [...]
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Software package implementation including EIM/SPM software can be a complex process and many projects are not successfully delivered or are done so over budget. One issue that often causes trouble on projects is the introduction of functional flexibility that is ultimately unneeded. Many times when a business owner is asked about a particular business function [...]
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When the early niche EIM / SPM solutions were being introduced over ten years ago, the low end of the target market began with companies having about 100 sales representatives. These solutions, with their sizable implementation schedules and server hardware and software requirements, were just not economically feasible for companies with smaller numbers of sales [...]
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3rd quarter is traditionally the time that sales compensation program changes are finalizing for the approaching year. Three key things that your compensation plan design team should keep in mind while going through the process: 1) stick to your design principals, 2) keep it simple, and 3) know how the plans’ performance will be monitored [...]
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I just finished reading a great book called Better: A Surgeon’s Notes on Performance by Atul Gawande. In this book, Gawande a medical doctor with a surgery specialty describes examples of professionals in his field striving for excellence in the practice of medicine. The book is organized into three main parts each corresponding to a [...]
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Many of the software companies in the enterprise incentive management (EIM) / sales performance management (SPM) space have several major releases of their flagship software behind them and their support for older versions may be waning. The latest version of your EIM software is offering tempting new features. Additionally, your organization may be retiring versions [...]
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We’re into the 3rd quarter of the year and your sales kickoff meeting is approaching. Now is probably the time of the year your organization begins to think about the sales compensation plan and what modifications will be made for the coming year. Something you might think about: Can you explain the sales compensation plan [...]
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