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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 to give reps that same level of certainty about their compensation payouts so that they could move from deal to deal without having to worry about the accuracy of those numbers. Ironside’s Sales Performance Management (SPM) team partnered with RSA to help make this a reality. Read more

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 reps the support they needed to excel in their space. To accomplish this, they partnered with Ironside to establish a modern sales performance management (SPM) system and strategy that would be capable of providing the robust compensation and reporting assets needed to accelerate sales success. Read more

“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 Netflix, Amazon, YouTube, and other organizations creating original content. You can even go further outward and consider any social media platform and all original (or shared) content in a company’s data stores. Read more

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 is the heart of SPM? Read more

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 and a detail statement, also called an Individual Performance Report. Although the quality can vary, these two reports cover the immediate needs of an ICM system in which the primary goal is to calculate and pay variable compensation. Read more

On July 23rd, Ironside hosted a Transform Sales Performance Management with Dashboards webinar exploring how visualizations can inform and motivate sales organizations.

Topics covered include:

  • Common sales performance management (SPM) concerns and problems
  • Dashboard design best practices
  • SPM dashboarding demonstration

Read more