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How Incentive Compensation Affects Sales Performance

When deciding which business processes they need to automate with IT solutions, many businesses overlook sales incentive compensation management, or ICM. This can be a problem because incentive compensation is a major factor in motivating sales teams. A look at how incentives drive individual sales performance will show how an […]

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Sales Performance Management and Incentive Compensation Management

What is Sales Performance Management? SPM is a method of managing sales activities and motivating sales teams to bring sales in line with overall corporate objectives.  Many SMP strategies involve improving the performance of the sales departments by streamlining processes, supporting sales staff, implementing mentorship programs, managing sales quotas and […]

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Glocent’s Seamless ICM Process

Incentive Compensation Management (ICM) processes like calculating sales commissions, quotas and bonuses used to be anything but simple or seamless. Sales representatives had to report their own sales on spreadsheets, and then sales managers had to review their reports. Then spreadsheets were sent to the administrative staff to calculate sales […]

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Cloud Computing and CRM

Both Customer Relationship Management (CRM) and cloud computing are hot terms in the business world today. CRM strategies use cutting edge technology solutions to automate many different business processes from sales to recordkeeping, and cloud computing is the newest IT trend. What is cloud computing and how can it help […]

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Managing Sales Quotas to Improve Performance

Companies that want to integrate Customer Relationship Management strategies by using technology to improve efficiency of sales processes need to consider all aspects of sales performance management, including sales quotas, incentive compensation and motivational strategies for the sales team. While there are many IT solutions for integrating and automating other […]

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Problems With Sales Incentive Compensation Errors

With outdated methods of calculating sales incentives like commissions and bonuses, errors can happen frequently and sales representative don’t get the incentive payments they worked hard to earn. Many companies still use spreadsheets and various software products to track sales and incentive compensation payments. When there are many different business […]

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How CRM and ICM Intersect

Customer Relationship Management (CRM) is a business system that aligns corporate objectives with sales by improving relationships between the company and their sales prospects and customers. Many CRM strategies use the latest technology to streamline business processes and strengthen the connection between the company’s target market and sales and marketing […]

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The Failures of Customer Relationship Management Software

Customer Relationship Management (CRM) is a company’s strategy for managing their business relationships with customers and potential customers. While Customer Relationship Management is an overall business strategy that involves many different departments, many CRM strategies focus on the sales department and include sales management to motivate sales professionals to go […]

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What is Incentive Compensation Management?

In its most basic form, incentive compensation management is the administration of sales incentives like sales commissions and service rewards, but there is much more to it. Incentive management also involves motivating the sales team, measuring their performance and keeping accurate records of both sales and incentives. Generally, sales executives […]

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How Business Software Helps Companies

Companies of all sizes need to use current technology to keep up with the fast pace of business today. Many small businesses start off doing things the old fashioned way, using paper files and ledger books, but there comes a time when a growing business needs software to take care […]

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