Achieving sales performance improvement may lie beyond traditional sales compensation

Achieving sales performance improvement may lie beyond traditional sales compensation

Posted on March 16, 2015

Every year, Deloitte Consulting LLP surveys sales leaders about the state of their sales forces and sales compensation practices: Are they effective? Are they meeting targets? Are sales leaders satisfied with them? For the past three years, from 2012 to 2014, both achievement of targets and satisfaction with sales productivity have remained flat – hovering at or below 50 percent in both areas. This despite a majority of responding leaders (65 percent) who believe the economy has already recovered or would by the end of 2014.1 Are sales compensation practices to blame for the mismatch between a growing economy and the failure of sales forces to take advantage of the opportunity?

Incentive pay has historically been one of the primary motivational tools in a sales leaders’ tool box to drive behavior and results. But results of the 2014 survey may offer insights into other factors organizations should examine to improve sales performance. For example, the learning and development provided to sales representatives, how quotas are set and communicated, how sales representatives are selected and onboarded — these are just some of the elements that make up a broader sales performance ecosystem, along with sales compensation.

Read more about the 2014 survey results, the trends revealed over time, and the factors that influence sales performance in our newest survey report: Great sales expectations: The growing gap between sales force expectations and the influence traditional sales compensation has on performance.


Deloitte and IBM Cognos ICM – Improving Sales Performance Management

Deloitte and IBM Cognos ICM

Sales performance management technology (SPM) alone is not enough to drive improved sales performance. Companies that are focused on improving sales performance need to make smart choices to align their business strategy with the organization, deployment and compensation of their sales organizations. This requires an SPM technology and a team that understands how to improve business performance leveraging systems, process improvements and a relentless focus on sales talent.

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Using Analytics to Drive Sales Performance

HR Times Video Blog: Insights from IBM Vision 2013

Vision 2013

Posted by Rob Dicks and Merritt Alberti August 13, 2013

Analytics is playing an increasing role in helping organizations improve the way they manage sales and their sales force. Do they have the right salespeople in the right places? Are they selling the right products to the right clients at the right price? Is the compensation program effective, competitive, and understandable? These are the questions analytics is helping them answer, using automated technology like IBM Cognos ICM to replace what is often a home-grown solution. It’s an effort that typically involves not only the sales group, but also HR, Finance, and of course, IT.

Listen in as Rob Dicks and Merritt Alberti talk to HR Times about their experiences helping companies implement sales performance analytics and how it’s helping them grow, manage commissions and other aspects of sales operations more effectively, and keep tabs on regulatory requirements.

Video Transcript: Hear the buzz from #IBMVision 2013

Analytics for Sales Performance Management

We did a presentation yesterday at Vision talking about where customers are using analytics. We talked about the different ways that they are advancing through the journey of using analytics to drive their sales objectives.

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Looking Ahead with Sales Performance Analytics

Behind the Scenes Insights from #IBMVision 2013

Vision 2013

Do the current analytics on your Sales Performance data help drive your future path? Do you find yourself re-hashing the results you already had? Do you wonder if you have the “right” analytics?

Today HR Times goes on location at Vision 2013. Each day we’ll feature behind the scenes insights from what’s happening live at the conference. Today we highlight Sales Performance Analytics – A Deloitte and IBM Perspective. To learn more about the conference, to download reports and to read daily blogs click back to the Deloitte Vision 2013 microsite.

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