Colin Smith

Sr. Principal Consultant

“SPM is about three essential words: Incentives Drive Outcomes”

With over a decade of experience in Sales Performance Management (SPM) and Incentive Compensation Management (ICM), Colin Smith specializes in supporting the insurance industry, particularly in healthcare and Medicare sales. His background spans system configuration, end-user operations, and data analytics. He has also worked as a licensed independent producer, experience which gives him key insight into the needs of salespeople on the front lines. Since joining OpenSymmetry, Colin thrives on the variety and complexity of his role, where no two days are the same. His superpower is problem-solving with creative solutions, asking the tough, critical-thinking questions that drive success. For Colin, SPM is about three essential words: Incentives Drive Outcomes — understanding what you’re incentivizing and how it impacts performance is key.

Colin advises organizations to approach SPM implementations with a clear strategy and enterprise roadmap, and to take advantage of the opportunity to improve processes and policies to better leverage the features of the new system. He believes open communication and transparency are crucial for a successful implementation and for earning trust with producers. He champions automation and real-time data access to ensure accurate compensation, increase efficiency, and foster trust with your sales force. Without leveraging SPM technology effectively, organizations risk poor insights, a demotivated sales force, and the inability to adapt to new opportunities.

Colin believes in empowering clients to use data-driven dashboards to optimize performance and align sales incentives with business goals. He champions OpenSymmetry’s bowtie approach—he believes it provides important reminder of a well-thought-out plan and roadmap to navigate the entire SPM journey – the actual implementation of the software can sometimes be the simplest part of the process. With his dedication to precision, adaptability, and deep expertise in the insurance industry, Colin ensures clients achieve sustainable growth and operational excellence.

Colin’s Content Contributions

Datasheet: Insurance: Agent Performance