Eight steps to incorporate social selling into your SPM framework

Posted by Justin Lane on Tue, Mar 18, 2014

Social selling is the use of social networks to drive revenue through external customer engagement and internal collaboration. As new selling models, such as social selling, change buying and selling behaviors, it is imperative for organizations to determine how they should react. 


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Five Must-Ask Questions When Seeking the Right ICM/SPM Software

Posted by Justin Lane on Tue, Aug 20, 2013

Buying enterprise software, I’ve always thought, is a lot like buying a house. It’s a big investment and something you want to get right the first time with few surprises and at the right price. In both cases, shrewd professional insight when navigating the choices is helpful.


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Five Reasons Why Sales Performance Management is Here to Stay

Posted by Justin Lane on Mon, Mar 25, 2013

Incentive compensation management (ICM) is standard protocol today, but at the turn of the millennium I wondered whether the ICM application market would ever take off.

At the time, innovative finance organizations were seeking applications to facilitate incentive compensation management: they wanted to automate it, pay accurately and have an audit trail that would satisfy Sarbanes-Oxley. 

Fast-forward to 2013 and we still have organizations struggling with custom-coded legacy systems or Excel to pay sales reps, agents and brokers. 


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