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...
SPM Transforms the Career Path from Admin to Analyst In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this fourth...
How to Incentivise Sales for Financial Services Industry - Part 1 Introduction The impact of the 2007-2008 financial crash has been both significant and far-reaching. Myriad arrears of the financial services sector have been affected, including products sold, capital...
enGetting Started with Sales Performance Management (SPM) Technology How critical to sales success is the right SPM technology? Technology is pivotal and there are a number of perspectives that provide us with a strong impetus to make sure that Sales Performance...
Commissions vs Bonuses When it comes to sales, there are a lot of terms used to describe money, or the act of getting paid in one form or another—commission, bonuses; incentives of any kind. All good stuff, right? We are talking about getting paid, after all. It’s...
Capturing the Yeti: Calculating and Optimizing the ROI of Your Sales Incentive Plan Much like the elusive yeti, the identification of Return On Investment (ROI) for a sales incentive plan is believed to exist by enthusiasts from the sales compensation design team, but...
Best Practices for Updating the Sales Compensation Program Last week, OpenSymmetry and The Sales Management Association (SMA) teamed up to present best practices for updating the sales compensation program. As the end of the year approaches and plan changes are in the...
ASC 606: The Impact on Sales Commission The ASC 606 regulation from the Federal Accounting Standards Board (FASB) is coming hard and fast for companies, but many don’t know where to even begin to understand the implications. For those in sales compensation or sales...
ASC 606: The Impact on Sales Commission The ASC 606 regulation from the Federal Accounting Standards Board (FASB) is coming hard and fast for companies, but many don’t know where to even begin to understand the implications. For those in sales compensation or sales...
Achieving World-Class Sales Compensation Design Sales compensation is key to delivering sales and business strategy – but how do you know your current sales compensation plans are effective? In a few words, it takes regular assessments and reviews. In a WorldatWork...