Entries by Oren Minc

End the Fighting (Over Disconnected Planning Models)

I hope no fists are flying at your office over budgeting and forecasting, however conflict is likely to occur. In this case, opinions and facts from different stakeholders can help. At the same time, impactful decisions at organizations that can affect the direction over days, months and years are derived from the better outcomes. The […]

3 Things To Do After Adaptive Live 2018

People choose to attend a conference like Adaptive Live for various reasons. This year, some spent four days training, networking and gaining new insights to take on the journey to better planning. My colleagues and I enjoyed the conversations and learned a lot about Adaptive Insights and more importantly, what customers do or need. Every […]

Preparing for an Incentive Compensation Audit

For many, the word “audit” brings a range of negative emotions such as fear, anxiety, and uncertainty. But does it need to be that way? After all, an audit is essentially a diagnostic or check of the business processes and results that exist in a company. Hence, it should be viewed as essential to business […]

Why Is the Quota Setting Process Important?

A recent Alexander Group survey showed 59 percent of participants reported quota setting as the top challenge among over 20 choices for their sales compensation program. Accenture research tells us that about 90 percent of companies leverage some quota-based incentives. Clearly, quota setting and management is a major focus for most sales teams.

Why an Incentive Compensation Health Check Matters

Squeaky wheels usually don’t go away; they just get louder. Imagine you purchase a new car. The car is shiny and runs great, but after a year maybe there are few things you wish were different – the seat design could be more comfortable or the road noise is louder than you expected. Maybe you […]

Crafting an Individual Performance Report: The SPM Journey Part 2

Continuing from where we left off in the last article, I wanted to go more in-depth on which incentive compensation management (ICM) reports you should start with as you begin moving toward a full-scale sales performance management (SPM) strategy. In my experience, ICM implementations include at minimum both a compensation statement containing high-level compensation information […]

3 Ways to Focus Your ICM Reporting: The SPM Journey Part 1

Are your reports an asset or a liability? It’s an important question, but it’s one that many compensation administrators typically see as secondary as they put on and take off the many hats they wear on a daily basis. It’s time we started reevaluating that assumption. Of course, the number one priority with incentive compensation management […]

The Best of What’s New in IBM Cognos ICM 9.0

Like many products, Cognos Incentive Compensation Management (ICM) goes through regular updates. The most recent release was Cognos ICM 9.0 on May 5th, a follow-up to the version 8.1.3 release on February 13th. Both of these releases included some big changes. The majority of these changes affect model development – creating and modifying your system. Speaking […]

Ironside Webinar Series: High Impact Incentive Compensation Reporting and Dashboarding

On June 23rd Ironside hosted a High Impact Incentive Compensation Reporting and Dashboarding webinar, where we reimagined what can be done with incentive compensation reports using our expertise in and success with transforming business through an enhanced user experience. If you are a consumer or creator of reports for any level of the sales organization and beyond, […]