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- Is Your Compensation Plan Undermining Your CRM Initiative?
- The efficiency of the sales force determines the volume of sales realized by an organization. Incentive compensation is the cash benefits given to the sales personnel over and above the regular salary. It acts as an effective tool to motivate the sales professionals and propel them to strive for excellence....
- White papers 2004-05-01
- Sales Incentive Automation: Case Study
- This case study takes a look at how a rapidly growing organization, Portal Software, Inc., handled the challenge of sales incentive compensation management. The challenge is to administer numerous, changing sales incentive compensation plans in a rapidly growing organization with more than 40 offices worldwide. Strategy followed will be...
- White papers 2002-01-01
- Promoting Growth through Incentive Compensation Management
- Efforts to motivate behavior in a complex business environment lead to complex sales compensation plans. While many of these plans have met success, some well-intentioned plans can lead to unexpected outcomes. Adopting a sophisticated sales compensation management solution can provide visibility into and control over sales compensation plans and help...
- White papers 2009-10-13
- Sales Incentive Compensation Programs Need Diagnostic Tools
- When dealing with a program as sensitive as incentive compensation, it is imperative that its management be based on facts. Anything less, such as relying on perceptions or personal preferences, brings with it the risk of needlessly alienating your sales people. A thorough, structured evaluation of your incentive compensation program...
- White papers 2009-01-01
- Harnessing The Power Of Incentive Compensation Management
- As communications and high-tech companies turn their attention to new growth strategies, they are being hindered by sales operations, as well as supporting processes and tools, which have not kept pace with changing market conditions. In nowadays' more complex selling environment, new behaviors are needed from the sales force. Solution...
- White papers 2007-07-12
- The Solution To A More Flexible And Adaptable Sales Organization
- How quickly can the people in your sales force adapt to new strategies set by your executive team or by the head of sales? Unfortunately, when it comes to encouraging the selling behaviors that can help achieve high performance, many companies are constrained by their incentive compensation capabilities, processes and...
- White papers 2009-07-17
- How To Motivate Your Sales Force To Great Performance
- It's not just about the paycheck. Effective incentive compensation management is based on an understanding of basic human motivation - on the importance of trust, self-esteem, social recognition and improved chances to fulfill one's potential. What motivates a sales force? It's an age-old question, of course. But these days, it's...
- White papers 2007-09-01
- TrueComp for Communications: Your Strategic Tool for Aligning Sales, Dealers, and Call Center Activity to Shareholder Value
- The communications industry is unique in that the commission and incentive compensation structures can be extremely complicated. Rather than a one-time payment to a salesperson or dealer, the commissions from the sale of a mobile phone, telephone service, or a television satellite system can involve multiple payments over many months...
- Case studies 2004-04-30
- Welch Allyn Focuses on Increased Sales Performance and Operational Efficiency Using an Enterprise Incentive Management Solution
- Welch Allyn, Inc. is a leading manufacturer of innovative medical diagnostic equipment, patient monitoring systems and miniature precision lamps. The company recognizes that a key competitive advantage to selling Welch Allyn products in a highly competitive marketplace is a competent, dedicated and motivated sales force. In order to keep their...
- Case studies 2004-07-15
Additional Resources
- Ameriprise Financial Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. We will now begin the question-and-answer session [Operator Instructions]. Our first question comes from Suneet Kamath from Sanford Bernstein. Please go ahead. Suneet Kamath - Sanford Bernstein Thanks. One quick one and then one little bit more strategic. First, Walter, did...
- Earnings calls 2007-10-25
- Car-Mart Drives Easy in Tough Economic Times
- AutoNation and CarMax, two of the largest U.S. auto retailers, could learn from America's Car-Mart, which focuses on the "buy here/pay here" segment of the used car market. Contrary to what franchised auto dealerships are forecasting, the Bentonville, Arkansas-based chain continues to record higher sales and operating profits. For the...
- Blog posts 2008-12-15
- Track the Real Cost of Meetings with Meeting Miser
- Most bosses know that dragging the troops into a meeting or conference call takes them away from doing actual work. But at what real-world cost? Find out with Meeting Miser, a seriously fascinating -- and potentially sobering -- meeting timer that calculates the cost down to the penny. Here's how...
- Blog posts 2007-11-07
- Gliebers Dresses: Bonuses
- Welcome to the weekly Gliebers Dresses Executive Meeting: Glenn Glieber Owner: "After watching Brett Favre mulch his former team, I started thinking about Sarah Wheldon. It's really the same situation, in so many ways." Meredith Thompson Chief Merchandising Officer: "Kevin, is that you?" ...
- News items 2009-11-05
- ADC Telecommunications, Inc. F4Q07 (Qtr End 10/31/07) Earnings Call Transcript
- Question-and-Answer SessionOperator [Operator Instructions]. And your first question is from Simon Leopold of Morgan Keegan. Simon Leopold - Morgan Keegan & Co. Thanks, I wanted to get in a couple of clarifications first, one is just trying to come up with the pro forma earnings number...
- Earnings calls 2007-12-12
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