Category: icm

How to Avoid Gamification Failure 

Gamification is one of the most popular techniques for improving sales performance management (SPM). Companies turn their best practices into games to keep salespeople engaged with their work. Many supervisors use games to create inter-office…

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How to avoid gamification failure 

Gamification is one of the most popular techniques for improving sales performance management (SPM). Companies turn their best practices into games to keep salespeople engaged with their work. Many supervisors use games to create inter-office…

Read More

Motivating sales agents to respond to leads

Sales is a very fast-paced aspect of business. Representatives must quickly complete multiple meetings and client calls every day in order to sell goods or merchandise to meet their quotas. Unfortunately, some agents don't move at a brisk pace when it…

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Increased compensation will be important for retention this year

Representatives won't be satisfied with stagnant sales incentives and compensation for much longer. The job market has steadily improved in recent months, and now employees are starting to look around for lucrative opportunities. Brian Kropp, a managing…

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Fostering teamwork with sales incentives and resources

Salespeople often thrive when they work as a team. A strong group knows how to play to each member's strengths and land major clients by working in harmony. Teams don't come together overnight, however - it can take weeks before individual…

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Healthcare Company Using ICM Software From Xactly 

Businesses across multiple industries are looking for a distinct advantage over their competitors, especially when it comes to sales. Many companies integrate sales performance management (SPM) and incentive compensation management (ICM) software into…

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Understanding different compensation solutions

There are few absolutes in the world of sales. The field is dynamic and constantly evolving, and an important part of sales performance management (SPM) is adapting with the times. Specifically, managers should always look for ways they can update their

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How to implement a new sales incentive plan

Vendors often change strategies to maximize revenue and streamline basic processes. Some practices can be modified without any headaches, but others can cause massive upheavals for a business. For instance, when new software is debuted before the bugs…

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Employee recognition important for satisfaction and retention

An important aspect of sales performance management is ensuring agents are satisfied with their roles. A happy salesperson is better suited to dealing with clients than a disgruntled employee, and is less likely to leave a company. According to its most…

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Cloud programs simplify incentive compensation management

The faster sales incentives are paid out, the better it is for employee morale. Sales is a fast-paced game, and representatives expect their companies to move quickly when it comes to compensation. Agents become disgruntled when their checks are tied up…

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