Sales Performance and Incentive Compensation Research and White Papers

Expert Tips

The ROI of Sales Compensation Management

The ROI of Sales Compensation Management

Sales compensation management is the most under-utilized tool for driving positive sales behaviors. It can help the organization reap tremendous financial benefits, by promoting high productivity, team pride, and easy, dependable communication between management and sales teams.

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The Essential Guide to Quota Planning

The Essential Guide to Quota Planning

Quota planning is a big concern for sales organizations. Read our guide to get up to speed with the stages and best practices in sales quota management.

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For the Win: How to Successfully Use Gamification in Sales Operations

For the Win: How to Successfully Use Gamification in Sales Operations

Successful gamification is hard, but results are worth it. Read this guide to find out what gamification is and how sales operations can successfully use it to improve sales performance both at an individual and team level.

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Sales Territory Management: A Guided Tour

Sales Territory Management: A Guided Tour

Territory management requires unique analysis skills, specialized data, tools and techniques. Start our guided tour to learn the fundamentals and many more insights from our sales operations experts!

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M&A Insights for Sales: How to Ride the Merger Wave

High growth can be incredibly exciting, but also introduce uncertainty for sales operations. Learn how leaders gain momentum during such periods from our new executive brief.

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Guide to Using Sales Analytics to Improve Sales Performance - Optymyze

Better, Faster, Stronger: How to Use Sales Analytics to Improve Sales Performance

Sales organizations that leverage data win across the board. Effective sales analytics lead to shorter sales cycles, accurate forecasts, and improved team and individual results. Read this guide to see how you can use data to improve sales performance.

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3 Tips and Tricks for Efficient Pharmaceutical Targeting

3 Tips and Tricks for Efficient Pharmaceutical Targeting

These core targeting concepts can help pharma companies gain competitive advantage and help sales focus on the best opportunities.

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7 Deadly Sins of Pharmaceutical Targeting

7 Deadly Sins of Pharmaceutical Targeting

Optimal sales effort starts with intelligent targeting. The highly regulated nature of pharmaceutical sales creates challenges but also presents opportunity in the availability of data. Avoid these 7 common targeting mistakes and go beyond traditional market/brand coverage.

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5 Tips for Improving Management Visibility into Sales Force Performance and Compensation Plan Effectiveness

5 Tips for Improving Management Visibility into Sales Force Performance and Compensation Plan Effectiveness

Best practices on improving visibility into sales performance and sales compensation plan effectiveness, based on a long-term incentive compensation study.

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Is Managing Sales Compensation a Challenge? Is Managing Sales Compensation a Challenge?

Is Managing Sales Compensation a Challenge?

Learn how to manage complex incentive compensation plans and get 5 sales operations strategies for turning sales comp into a competitive advantage.

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7 Steps to Design a Sales Comp Plan that Works

7 Steps to Design a Sales Comp Plan that Works

While inefficient plans lead to strategic failure, a well-designed one brings measurable benefits….

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The Art of Modeling Sales Compensation

The Art of Modeling Sales Compensation

Modeling eliminates up to 10% of sales compensation overpayments.

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Managing Sales Performance in Financial Services

Improving Sales Performance in Financial Services

Arguably the most disrupted industry over the next ten years, market forces are pushing the industry to transform rapidly.

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8 Critical Questions to Ask When Selecting a Sales Performance Management Solution

8 Critical Questions to Ask When Selecting a Sales Performance Management Solution

SPM software and services have evolved far beyond simply calculating commissions, to supporting a broad range of sales operations processes. How do you know what’s right for your company?

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5 Tips for Strategic Alignment of Sales & Incentive Compensation Plans

5 Tips for Strategic Alignment of Sales & Incentive Compensation Plans

To effectively align the behaviors of your sales force with your corporate strategy, the strategy needs to be embodied in your incentive compensation plans.

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5 Tips for Eliminating Unexpected Risk from Incentive Compensation Plans

5 Tips for Eliminating Unexpected Risk from Incentive Compensation Plans

To understand how your incentive compensation plan will work before it’s rolled out to the sales force—it is important to model the plan under a range of different scenarios.

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6 Tips for Improving Sales Compensation Communications to Drive Desired Behaviors

6 Tips for Improving Sales Compensation Communications to Drive Desired Behaviors

One of the primary goals of any sales compensation plan is to motivate and reinforce desired behaviors across the sales force.

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5 Tips for Leveraging Changes in the Incentive Compensation Plan Process

5 Tips for Leveraging Changes in the Incentive Compensation Plan Process

In today’s business environment the only constant is rapid change. Sales compensation plans are one of the most powerful tools an organization has to influence sales behaviors and improve sales performance.

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6 Tips for Ensuring Error-Free Incentive Compensation Results, Payments, and Reports

6 Tips for Ensuring Error-Free Incentive Compensation Results, Payments, and Reports

To drive desired behaviors, a sales organization must have confidence in the accuracy of its incentive compensation results, payments, and reports. Yet, inaccurate results are often the cause of incentive compensation management failures.

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Industry Research


Analytically Grounded Sales Teams: The Best Leaders Measure for Better

Analytically Grounded Sales Teams: The Best Leaders Measure for Better

The best-in-class sales organizations benefit from applying analytics principles to sales management in order to gain business insights and eliminate guesswork.

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Gartner: 2016 Magic Quadrant for Sales Performance Management

Gartner: 2016 Magic Quadrant for Sales Performance Management

If you’re considering an SPM solution, read this objective vendor comparison from Gartner Research, the world’s leading research and advisory firm.

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Sales Analytics: The Path to Better, Faster Forecasting

Sales Analytics: The Path to Better, Faster Forecasting

Complimentary research from Aberdeen explores how sales analytics inform more accurate and actionable sales forecasts.

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What Do You Mean, There's a Debit on My Commission Check?

What Do You Mean, There's a Debit on My Commission Check?

Aberdeen Group reveals why top performing companies tie sales compensation to forecast accuracy and how to ensure this strategy is most effective.

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Beyond the Commission: Will You Stay Ahead of the SPM Maturity Curve?

Beyond the Commission: Will You Stay Ahead of the SPM Maturity Curve?

Complimentary research from Aberdeen on why successful companies extend traditional incentive compensation management to include territory management, quota setting, and other sales operations processes.

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Infographics

6 Things the Best-in-Class Do Differently

6 Things the Best-in-Class Do Differently

As per Aberdeen’s survey, the best-in-class organizations rank highest in 3 areas: team attainment of quota, individual attainment of quota, and length of sales cycle. We look at their best practices through numbers and sales metrics.

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What Do Agile Sales Organizations Look Like?

How to Spot the Agile Sales Organization

Agile is a flexible, collaborative, and people-driven way of managing projects. When sales organization adopt agile, they are able to promote cross-functional collaboration, build trusting team environments, and achieve objectives by breaking them into smaller milestones.

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6 Omni-Channel Challenges in Sales Operations and How to Tackle Them

6 Omni-Channel Challenges in Sales Operations and How to Tackle Them

Omni-channel commerce is the norm in business. However, organizations struggle to offer a cohesive experience across channels. Learn more about the challenges sales operations face and how to tackle them.

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6 Symptoms of Process Inconsistency

6 Symptoms of Process Inconsistency

The inability to streamline interdependent processes amplifies existing compensation problems, and causes systemic, recurring errors. These errors trickle down quickly to impact your bottom line.

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Top 12 Sales Effectiveness Experts

12 Sales Effectiveness Experts to Follow if You’re in Sales Operations

See who made our list of the top 12 experts in sales effectiveness. Follow these recognized thought-leaders to improve sales operations and sales performance.

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Managing Sales Performance During Transformational Change

Managing Sales Performance During Transformational Change

Transformational change is the key to moving forward and thriving in a competitive market space, but implementing successfully is a huge challenge. Find out why!

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Sales Operations as a Service: Ahead of the Game

Sales Operations as a Service: Ahead of the Game

Sales Operations as a Service is a partnership that takes on every aspect of sales operations. Learn more about the benefits of this innovative approach and how it can help you stay ahead of the game!

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Insurers: Are You Ready for Distribution Management? 7 Questions

Insurers: Are You Ready for Distribution Management?

Insurance carriers are transforming the customer experience in order to grow their book of business. Adding new sales channels is common and savvy carriers are looking for the tools to give them the advantage in motivating their agents to perform.

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Do You Need an SPM Solution? Answer 7 Questions to Find Out

Do You Need an SPM Solution? Answer 7 Questions to Find Out

Balancing sales with risk management in financial services is like walking a tightrope. Answer the 7 questions in this infographic to assess your need for an SPM solution.

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Sales Analytics: Lighting Up Your Sales Path

Sales Analytics: Lighting Up Your Sales Path

Top-performing companies adopt sales analytics solutions at a much higher rate than average performers.

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Rethinking the Sales Performance Management RFP

Rethinking the Sales Performance Management RFP

Engaging with a Sales Performance Management vendor is a serious commitment. In the early stages of your engagement with an SPM vendor, take a moment to rethink the traditional RFP process.

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Is Your Telecom Sales Org Ready for Sales Performance Management?

Is Your Telecom Sales Org Ready for Sales Performance Management?

Telecom providers navigate complex challenges through sales performance management. This infographic covers the 8 questions you should answer to assess your need for an SPM solution.

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7 Questions to Confirm Your Organization Needs an SPM Solution

7 Questions to Confirm Your Organization Needs an SPM Solution

Pharma organizations face a dynamic market, with fierce competition, and changing regulations. Many of the challenges can be overcome with an efficient sales performance management solution. Would your organization benefit from SPM? Answer these questions to find out.

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Pharmaceutical Industry Outlook: 2016 Trends Infographic

Tougher competition and margin pressures create more challenges for the pharma industry in 2016. As more physicians are graduating med school to work directly for a health system instead of opening their own practice, sales force is struggling to adapt to practice centralization.

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11 Omni-Channel Trends in Wireless Telecom and Their Impact on Sales Operations

Out of all the trends in wireless telecom, the shift to omni-channel has the most impact on sales and sales operations. This infographic offers you insights on the key omni-channel trends in the industry and their impact on sales ops.

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10 Questions to See If Your Organization Is Strategically Aligned

Strategic alignment enables sales organizations to enjoy improved performance and goal achievement. Find out how to harmonize people, processes, and strategy.

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5 Key Questions to Assess the Effectiveness of Your Sales Comp Plan

Incentive compensation plan design and implementation are only the beginning. The impact of failed incentive compensation plans can be severe, including failed product launched, lost revenue, low margins, or costly turnover in the sales team.

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Signs Your Sales Operations Are on the Wrong Track

Over time it is common for any sales operations strategy to drift off course. Read our new infographic to learn the warning signs to avoid getting lost and to ensure sales operations are on track to creating a competitive advantage for your organization.

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How Can Optymyze Help You?

Optymyze helps enterprises rapidly transform incentive compensation management by building sales force trust and motivation. How can Optymyze help you?

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