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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A Four-Step Road Map to Improve Your Comp Admin Program

Posted by Justin Lane on Wed, Nov 20, 2013

As the plan design season starts to wrap up, it’s not too early to think about how to improve the administration of your new plans. Companies invest a significant amount of money to fund incentive plans, yet most companies are lacking in efficiency and effectiveness when it comes to administering these plans.


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Five Ways to Limit Shadow Accounting and Increase Selling

Posted by Justin Lane on Thu, Sep 26, 2013

"What would be some key positive outcomes,” I asked in a client interview during a process optimization project this week, “of creating a new process?” Notable responses included, “To help the sales reps spend less time figuring out if they are getting paid on all of their deals and getting paid correctly."

Pressed further, the compensation administrators spoke of having to reconcile their results with spreadsheets created by individual sales reps.


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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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$5 Now or $10 Later? 10 Ways to Boost Compensation’s Impact

Posted by Justin Lane on Mon, Jul 22, 2013

Have you ever heard of hyperbolic discounting? It’s the concept that people are willing to take smaller rewards sooner, rather than larger rewards later. For example, ask yourself the question, "Would you rather have $5 today or $10 in a month?" If you are like most people, you will take the $5 now—a response that has huge implications for compensation administration.


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