by Christina Mennen | Jul 22, 2021 | Strategy Services
You asked, we answered: Should I pay reps on booking or cash? He took the money and ran. Closed a jaw-dropping deal, cashed in a fat commission, and got the heck out before it fell through. As a sales compensation consultant at OpenSymmetry, I have heard countless...
by Christina Mennen | Jul 6, 2021 | General SPM Topics, Thought Leadership
Where should Sales Compensation sit on the Finance agenda and why is it important as a strategic tool? To view the on-demand webinar, click here. Blog post by: Anthony Hutchins, CEO, OpenSymmetry Whilst I think we can all agree that Sales Compensation is important as...
by Christina Mennen | Jun 30, 2021 | Strategy Services
A Forthcoming Shift of Pharmaceutical Sales Compensation Plans? Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined...
by Christina Mennen | Jun 30, 2021 | General SPM Topics
Key Indicators of Future Sales Performance Each market sector has unique growth challenges – high competition, increasing regulation, and changing buying patterns from savvy customers. With that in mind, how do you ensure that your sales strategy is not an empty...
by Christina Mennen | Jun 30, 2021 | General SPM Topics
What is Shadow Accounting? Shadow Accounting is the practice of calculating incentive payout by individual payees apart from official accounting records, for the purpose of detecting errors. This is usually a feature of manual payout calculation processes because...
