We recently had the chance to present some results from our new Deloitte 2013 Strategic Sales Compensation Survey at a Dbriefs webcast (The missing link – How incentive compensation can fail sales organizations). The survey results pointed to a paradox or “missing link” in sales incentive compensation, in that compensation doesn’t driveperformance, a finding that jibed with our informal polls of webcast participants.
We’ve discussed here on HR Times the rise of workforce analytics as a tool to give HR leaders insights that can help them support broad organizational goals. In fact, workforce analytics is one of the eight human capital trends discussed in the report Leap Ahead. Another is HR’s growing role in supporting sales force effectiveness, which has HR implications ranging from talent strategies and organization design to learning and development, compensation, governance and change management. Now, we’re seeing these two trends converging—specifically, how a specialized type of analytics that looks at the formal and informal networks within organizations can help lead to more effective sales forces as well as increased organizational effectiveness overall.