Sales Performance Management

13 Apr 2017

Why Is the Quota Setting Process Important?

By | April 13th, 2017|Categories: Business, Incentive Compensation Management, Sales Performance Management|Tags: , , , , , , , |

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. Each year [...]

17 Mar 2017

Why an Incentive Compensation Health Check Matters

By | March 17th, 2017|Categories: Advisory, Business, Incentive Compensation Management|Tags: , , , , , , , , , , |

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 [...]

24 May 2016

Ironside Case Study: RSA Builds Sales Rep Trust with SPM

By | May 24th, 2016|Categories: Case Studies, Incentive Compensation Management, Sales Performance Management|Tags: , , , , , , , , |

In the age of cloud-based applications and anytime access across many devices, having digital security in place that’s smart, flexible, and reliable is essential. Every day, RSA sales reps help businesses meet these requirements with industry-leading security solutions, providing them with the peace of mind and confidence needed to be successful. RSA in turn wanted [...]

2 Feb 2016

Ironside Case Study: Nova Biomedical Drives Sales Growth

By | February 2nd, 2016|Categories: Case Studies, Incentive Compensation Management, Sales Performance Management|Tags: , , , , , |

Medical devices save lives every day. You'd think a product with an upside like that would sell itself, but in reality it requires a knowledgeable, highly motivated sales force to deliver it where it's needed most. Nova Biomedical, one of the leading manufacturers of blood analyzers, wanted to be certain they were giving their sales [...]

1 Feb 2016

5 Compelling SPM Dashboard Creation Tips: SPM Journey Part 3

By | February 1st, 2016|Categories: Advisory, Reporting, Sales Performance Management|Tags: , , , , , , |

“Content is King” is a phrase made most famous by Bill Gates in a 1996 essay, but it’s been used many times before. I believe he was referring to what will drive the internet for years to come. In my mind, this saying was and is still true in media. Just take a look at [...]

1 Feb 2016

Sales Data Strategy: Your One Source of Truth [Whitepaper]

By | February 1st, 2016|Categories: Advisory, Sales Performance Management, Strategy & Innovation|Tags: , , , |

I belong to many Sales Operations and Sales Compensation social media groups. Recently, I read a post regarding what defines Sales Performance Management (SPM) that was very tool-based.  It prompted me to think about all the systems and data utilized and captured in a mature sales data strategy and to ask myself the following question:  What [...]

24 Nov 2015

Crafting an Individual Performance Report: The SPM Journey Part 2

By | November 24th, 2015|Categories: Incentive Compensation Management, Reporting, Sales Performance Management|Tags: , , , , , |

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 [...]

5 Nov 2015

Introducing Maria Ippolito, Practice Director, Sales Performance Management

By | November 5th, 2015|Categories: Incentive Compensation Management, Press Releases, Sales Performance Management|Tags: , , |

Ironside is excited to welcome Maria Ippolito into our organization as our new Practice Director for Sales Performance Management. She’s a high-energy, results-driven executive who has over 25 years of experience in engineering, marketing, sales, and sales operations management. Maria’s dynamic blend of expertise and industry experience perfectly embodies Ironside’s commitment to meeting the unique [...]

5 Nov 2015

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

By | November 5th, 2015|Categories: Advisory, Incentive Compensation Management, Sales Performance Management|Tags: , , , , |

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 [...]

5 Nov 2015

Industry Case Study: How SPM Dashboards Power Financial Services Sales

By | November 5th, 2015|Categories: Case Studies, Reporting, Sales Performance Management|Tags: , , , , , |

Selling financial services effectively requires a highly motivated, deeply knowledgeable team that can keep up with all the shifting recommendations, regulations, and investment options endemic to the industry. In this kind of a chaotic atmosphere where priorities change by the minute, it's crucial to know with certainty that your sales organization is not only taking [...]

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