A Winning Hand: How to Stack the Deck to Ensure a Successful SPM Implementation

Posted by Steven Bebout on Mon, May 09, 2016

A high level of excitement tends to surface when the request for funding to automate your organization’s sales compensation process is approved. The journey that culminates in approval of a sales performance management system can take months or years to complete. Many hours are spent researching technologies, reviewing Gartner’s Magic Quadrant for Sales Performance Management, attending vendors’ user conferences, and discussing functionality with vendors’ sales reps. Although it’s fun to focus on the set of differentiating bells and whistles delivered by the solution that you selected, once the funding is secured, it’s imperative to focus on preparing for the implementation: identifying your implementation partner, completing mission-critical due diligence, constructing your internal team, and preparing for your implementation kickoff.


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