Ema Ban

How RFPs for SPM are often DOA
Looking for a Sales Performance Management (SPM) solution? As with any large enterprise purchase, you are probably getting ready to embark on a procurement journey, the better part of which …
3 Reasons Why Implementations Fail
This is part 1 of the 3-part “Failure Series” of blogs, where we will take a deep dive into common issues that organizations face when implementing new systems and solutions. …
Shopping for Low-Code/No-Code Solutions – Quick Guide
The rise of low-code/no-code solutions is speeding up digital transformations across organizations. The low-code platform development market is estimated to grow from USD 13.2 billion in 2020 to USD 45.5 …
5 Key Actions to Streamline ASC 606 / IFRS 15 Compliance
When ASC 606/IFRS 15 was introduced, it not only shook the accounting world at that time but it continues to have reverberations across entire organizations even today. Companies reporting under …
4 Common Misconceptions about No-Code/Low-Code Platforms
No-code/low-code development has been around for a while, acting like a disruptive force across IT. However, as disruption triggers innovation, more enterprises have started to realize the advantages of using …
Advantages and Disadvantages of Different Sales Structures
When salespeople don’t perform at their best, leaders often point fingers at sales compensation or strategy – but these sorts of problems often stem from the company’s sales structure. Though it’s …
Incentive Plan Ideas for Your Sales Team
A good incentive plan brings the sales team together to work toward a common goal while fostering a friendly atmosphere and healthy competition. Ideally, incentive plans should promote a desired …
Sales Team Restructuring to Improve Performance
Sales force restructuring is most effective when the process is proactive instead of reactive. It is easy to become complacent when the sales team is doing well. Keeping a periodic …
Always on Call: The Daily Challenges of a Medical Sales Rep
A sales rep is a sales rep, right? Whether you call them consultants, business developers, agents, or salespeople, you expect your sales representatives to be adaptable and well-informed: a completely …
All Eyes on Pharma Reps: The Myths, The Pressure, The Rewards
“At the end of the day, when I think that somewhere in my territory there is a patient whose life has been improved because of a product I promote, I …
Full Speed Ahead: How to Survive – and Thrive – in Oceans of Data
Big data, smart data, data lakes, data warehouses, data repositories! It seems like nowadays, the word “data” makes an appearance at every sales conference and in every article. Though this …
Lines in the Sand: Forging Better Sales Territories to Prevent Conflict
We all get territorial sometimes. It’s part of being human; when someone’s territorial boundaries are violated, it naturally sparks a defensive response. That may be unavoidable in life and in …
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