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On Demand Delivery Compels a Compensation Management Vendor
The on demand paradigm and enterprise incentive management market seem to have established a viable cross-section to the extent that, going forward, some

sales compensation structures  and the on demand sales compensation software arenas. In 1999, Incentive Systems shipped its flagship product, INCENTIVE , which closely coincided with the emergence of the new enterprise application category EIM-ICM. Soon after, most industry analysts adopted this new software category name, issued reports determining its market size, and began promoting EIM-ICM as a critical component of any company's success strategy. From its early days, Centive has been recognized for its vision of bringing Read More...
Incentive and Compensation Management
Enterprise incentive management (EIM) and employee compensation management sit between HR, CRM, Accounting, and sales force automation. These applications help sales executives gain perspective on ...
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Documents related to » sales compensation structures


EIM/ECM 101: Cutting through the Confusion
EIM/ECM 101: Cutting through the ConfusionIf you’re like many people who’ve been put in charge of looking for your company’s next compensation solution, you

sales compensation structures  to developing a successful sales compensation plan: salary, commission, bonus, and sales incentives. A well-constructed sales compensation plan should include all four components. It’s important to build a plan that is straightforward and easily administered—not one that is complicated and confusing. Luckily, there are many different types of systems available today that can help you do just that. What Type of System Do I Need? Even the best-designed incentive compensation plans can fall apart if Read More...
TrueComp
TrueComp addresses the challenges faced by compensation administrators, including retroactive changes to compensation plans, territory assignments or

sales compensation structures  for crediting transactions to sales or channel representatives, and calculating payments. Results can be audited and adjusted, and payments are posted to the accounts payable (AP) system. TrueComp Manager incorporates rule-editing assistance and online legal moves to remove the need for complex code-writing or in-depth technical knowledge. Modeling capabilities allow TrueComp users to project the impact of new compensation rules by providing side-by-side scenario comparisons. Finally, new quota Read More...
Sizing the Enterprise Incentive Management Opportunity-And the Challenges Ahead
Pure-play enterprise incentive management (EIM) vendors who have focused on providing the capability to manage highly complex compensation systems will be well

sales compensation structures  in bad years). Conversely, sales compensation plans (commissions) tie performance measures to individual or sales teams' efforts, as these plans provide a base salary plus an at-risk component that is paid based on the person's ability to reach a predefined goal. Other similar add-on programs reward employees with a specified dollar amount or a percentage (often between 5 and 10 percent) of base salary for achieving pre-established goals. While effective, too many duplicate plans, excessive payments, Read More...
Enter Enterprise Incentive Management and Incentive Compensation Management
Companies with large sales forces, huge product portfolios, and complex incentive plans with many variables need to offer variable pay. This has created

sales compensation structures  the strategic level of sales compensation managementgiving managers information in time to make a difference. Sales executives typically use EIM analytics software to analyze sales performance by region, team, product, or channel; examine customer growth; monitor sales incentive costs; and detect trends in business performance. On the other hand, marketing executives use the software to analyze market segments; determine product success by channel or segment; and analyze channel effectiveness. Last but Read More...
The Sales Benchmarking Primer
Sales benchmarking is a diagnostic discipline that objectively identifies opportunities for sales-related performance improvement and enables best-practice

sales compensation structures  Sales Benchmarking Primer Sales benchmarking is a diagnostic discipline that objectively identifies opportunities for sales-related performance improvement and enables best-practice solutions. This Sales Benchmarking Primer includes two important chapters from the best-selling book Making the Number—and provides a process-based framework for marketing and sales that can help your company survive and prosper in an unstable economy. Read More...
Web-enabled Sales Tactics
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's self-directed buyer. The new

sales compensation structures  enabled Sales Tactics Introduction The Internet has significantly changed the buying behavior of organizations seeking enterprise level solutions. In the first part of this series, The Web-enabled Sales Process we discussed the different stages in the new buy cycle, and the information that buyers consume to complete specific project tasks. Pre-Internet buyers relied on sales people to provide this information which gave sales people control of the process. Today, the information available on the Web Read More...
Optimizing Sales Tax Exemption Management Strategy
Acquiring, validating, and managing sales tax and use tax exemption certificates can be challenging. However, the appropriate exemption certificate management

sales compensation structures  Sales Tax Exemption Management Strategy Acquiring, validating, and managing sales tax and use tax exemption certificates can be challenging. However, the appropriate exemption certificate management (ECM) strategy can help avoid sales tax audit risk while lowering audit assessments and penalties. Learn how to find the right solution for your organization. Read More...
On the Move: Great Productivity Solutions for the Mobile Sales Team
In this paper it’s argued that over the next three to five years, the winners in sales will be the ones who figure out how to smoothly and productively manage a

sales compensation structures  Solutions for the Mobile Sales Team In this paper it’s argued that over the next three to five years, the winners in sales will be the ones who figure out how to smoothly and productively manage a mobile sales team. Selling will be a mobile discipline. It’s imperative to craft a plan for making mobility standard and keeping information secure. Read More...
Top Tools for Sales: SFA Focus
Handling sales effectively is one of the most important functions of any successful business, and sales force automation (SFA) systems can help. Many

sales compensation structures  Sales: SFA Focus Handling sales effectively is one of the most important functions of any successful business, and sales force automation (SFA) systems can help. Many organizations have already adopted or have been thinking about purchasing an SFA solution to ease the sales process and link it up with the rest of the business. SFA solutions also offer opportunities to help organizations improve CRM. Know some of the potential improvements of an SFA system. Read More...
Sales Force Automation (SFA)
Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing

sales compensation structures  Force Automation (SFA) Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining contact data. Systems often include various levels of analytic and reporting capabilities. Read More...
Jamcracker Dredges a New Channel
Jamcracker, an ASP providing business services for HR management, expense management and sales force automation solutions has announced a new program to

sales compensation structures  By participating in additional sales and technical training, and making a commitment of technical resources, they can become eligible for Premier Certified Pioneer status. Premier Certified Pioneers are channel partners who have completed advanced training so they can sell and implement Jamcracker services. Following systems engineering training, Premier Certified Pioneers work with Jamcracker to create an internal Jamcracker Practice, made up of dedicated resources that sell and assist in the Read More...
Sales Is from Mars, Marketing Is from Venus
There is a disconnect between marketing and sales. Marketing is focused on the consumer experience while sales is all about the merchandise. Technologies, such

sales compensation structures  returns and after season sales reduce the numbers and deflate the enthusiasm). The Calm after the Storm In the aftermath of the retail storm , I begin my un-shopping —returning those impulse buys and unwanted gifts that are part of the season to be jolly. Although little is externally apparent, I find myself in another world. The shopping mall is reminiscent of the silence and desolation that follows a hurricane. The corridors echo my footsteps as I embark on my quest for understanding of retail Read More...
Making the Most of Your Sales Opportunities
Discover proven approaches to sales success in Sales Performance Management: Maximize Profits with Comprehensive Sales Processes.

sales compensation structures  the Most of Your Sales Opportunities Sales is the lifeblood of every business. But how do you get maximum performance from your sales team? Discover proven approaches to sales success in Sales Performance Management: Maximize Profits with Comprehensive Sales Processes . You'll find out how to identify your most valuable accounts, determine key performance indicators, align your most productive resources, understand and evaluate your opportunities, and boost sales performance with customer relationship Read More...
Sales and Operation Planning: Integrate with Finance and Improve Revenue
Sales and operations planning (S&OP) is the key integrated process that the supply chain organization (specifically the vice president of supply chain) can use

sales compensation structures  Finance and Improve Revenue Sales and operations planning (S&OP) is the key integrated process that the supply chain organization (specifically the vice president of supply chain) can use to achieve visibility across the entire organization and the value chain. This white paper highlights the results of over 220 companies participating in a survey on S&OP initiatives, and compares the views of the supply chain and finance organizations. Read More...

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