Sales Territory Optimization: Definition, Variables, and Solutions Sales territory optimization is one of the hardest - and most important - sales activities to get right. In today’s age, sales and sales operations leaders are equipped with real-time mission critical...
What does the future for incentive compensation design in retail hold? Employee motivation is a critical factor in retail. And let’s face it: money talks, but monetary rewards need to be used and managed wisely in this ever-challenging sector. Across the globe,...
What is Quota Setting? Quota setting can be described as one part numbers, one part experience, and one part intuition. So how do you concoct the most accurate methodology of setting sales quotas in an ever-changing market, industry, and sales organization? Three...
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...
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...
Sales Performance Management Case Study: Insurance Sector The Challenge The Co-operators, a leading insurance company based out of Guelph, Ontario, Canada, were using a legacy on-premise, custom built Sales Performance Management (SPM) system that no longer fit their...
Why Automate Sales Compensation Management On November 19th, 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. OpenSymmetry’s (OS) focus was Sales Performance Management (SPM) software – how we...
Sunrun’s Smarter Incentive Compensation Process for Undistracted Selling Sunrun, the nation’s leading home solar, battery storage and energy services company, had an incentive compensation management (ICM) system for processing the commissions of over 800 payees....
Leveraging Kaizen Principles for Incentive Compensation Management Big Results come from Small Changes Back in the day, I was required to read a book called The Goal for my operations and Supply Chain Management class. Like many of the other books read for this class,...
How Do You Incentivise SaaS Sales? Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers—but is this true? Why is it important and what are some of the key considerations in getting the design right? What Makes SaaS Sales...