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By: Anaplan     Published Date: Apr 06, 2016
Optimizing incentive compensation: aligning what you say with how you pay CSO Insights’ ICPM study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. It is crucial to get these incentive compensation structures right, because sales reps receive up to 60 percent of their income from incentive comp. In this white paper, we discuss the disconnect between sales behavior and incentive compensation structure and provide recommended steps towards optimizing your compensation plan.
Tags : sales performance management, compensation management, incentive compensation, sales planning, incentive comp, commission structure, sales performance, xactly
     Anaplan
By: DocuSign     Published Date: Apr 12, 2017
This Guide is a foundation for sales transformation based on twenty years of benchmarking best-in-class firms along with concrete examples. Staffing, management, and technology approaches are explored; giving actionable steps to vastly improve your sales organizatio's performance.
Tags : 
     DocuSign
By: Oracle     Published Date: Mar 06, 2013
Getting sales territories and their associated incentive compensation plans perfect is a challenge even for the most seasoned of sales executives.
Tags : oracle, crm, data vs instinct, sales performance, advertising agencies
     Oracle
By: Oracle     Published Date: Jan 16, 2014
In this whitepaper, you will learn the highlights of interviews with 229 executives worldwide and how they assess the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans.
Tags : creating sales territory, sales performance, sales plan development, sales data, sales territory, incentive compensation plan, enterprise communications, data versus instinct
     Oracle
By: Oracle     Published Date: Jan 16, 2014
In this whitepaper, you will learn the highlights of interviews with 229 executives worldwide and how they assess the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans.
Tags : creating sales territory, sales performance, sales plan development, sales data, sales territory, incentive compensation plan, enterprise communications, data versus instinct
     Oracle
By: Oracle     Published Date: Jan 16, 2014
In this whitepaper, you will learn the highlights of interviews with 229 executives worldwide and how they assess the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans.
Tags : creating sales territory, sales performance, sales plan development, sales data, sales territory, incentive compensation plan, enterprise communications, data versus instinct
     Oracle
By: Oracle     Published Date: Sep 10, 2012
Data vs. Instinct: Perfecting Global Sales Performance
Tags : oracle, global sales performance, data, instinct
     Oracle
By: Oracle APAC ZO OD Prime Volume CX ABM Leads June 2017     Published Date: Jul 18, 2017
If you’re looking to improve sales performance, optimize ecommerce, implement marketing automation, expand social media, deliver better customer service, or utilize accurate Configure-Price-Quote (CPQ) – it’s all Oracle. And, the icing on the cake? All of these solutions are integrated, but modular. We offer a breadth of solutions that you can not only buy individually, but can also easily integrate with existing or additional solutions as your business needs grow. Adapt your customer experience strategy to new technology in Forrester's navigate the future of CRM in 2017 Report.
Tags : mobile, artificial intelligence, chatbots, internet of things, integrated suite, cloud solutions
     Oracle APAC ZO OD Prime Volume CX ABM Leads June 2017
By: Oracle     Published Date: Mar 18, 2014
Dramatic shifts in workplace norms as a result of remote sales teams are now a reality, as field-based personnel perform so many vital selling and strategic account management business functions, more effectively armed with tablets than ever before. Aberdeen research conducted for Sales Performance Management 2012: How the Best-in-Class Optimize the Front Line to Grow the Bottom Line (December 2011), shows that 60% of companies’ sales team members are primarily remote workers. Indeed, in Aberdeen research for Mobile HCM: Workforce and Talent Management on the Move (June 2010), 57% of respondents who track the impact of their mobile recruiting efforts report improved quality and/or size of their talent pool as a result of their work. Does attracting and retaining a quality sales force thus require corporate technologies and processes that are influenced by consumer trends and cultural sea changes? Moreover, are there benefits to enterprises that enable their sales team to work remotely?
Tags : oracle, data management, account management, sales performance management, remote workers, sales research, workplace shifts, sales strategy
     Oracle
By: IBM Software     Published Date: Jul 28, 2010
How forward thinking marketing organizations deliver competitive differentiators.
Tags : ibm software, cognos, demand and sales funnel analytics, marketing operation, performance, business intelligence tool
     IBM Software
By: IBM Software     Published Date: Jul 29, 2010
How forward thinking marketing organizations deliver competitive differentiators.
Tags : ibm software, cognos, demand and sales funnel analytics, marketing operation, performance, business intelligence tool
     IBM Software
By: Anaplan     Published Date: Mar 29, 2018
Finance has a mandate to become a strategic business partner. Integrated business planning offers organizations the ability to align operations and sales strategy with the company’s continuous financial performance. An increasing number of organizations have shown that even small steps toward integrated business planning have helped them deliver immediate benefits to the business, including light-touch forecasts, rapid “what-if” analyses, and more accurate budgets. Improved collaboration between departments, driving more awareness and shared understanding of potential issues, allows the business to take the prompt and incisive actions needed to keep performance on track. The question to consider is not “When are we going to do this?” but “Why don’t we start now?” because time is ticking away.
Tags : finance, business, planning, integration, strategy, company
     Anaplan
By: Oracle     Published Date: Jan 13, 2014
Watch Oracle’s Thomas Kurian and Doug Clemmans as they explain: Why today’s sales processes have rendered many CRM systems obsolete How Oracle Sales Cloud enables smarter selling, leveraging mobile, social, and big data How smarter selling allows reps to sell more, managers to know more and companies to grow more. You’ll also hear from customers and see a demonstration of Oracle Sales Cloud’s “zero training” user interface. Register to watch now.
Tags : sales cloud, salesforce.com, mobile sales, social selling, sales analytics, territory management, sales quota management, sales performance management
     Oracle
By: Brainshark     Published Date: Nov 13, 2013
Learn how well your sales content is driving sales performance and identify steps to maximize the return on your content investment in the report by sales strategy expert Stephen Diorio.
Tags : sales content, content creation, sales enablement, sales performance, sales
     Brainshark
By: Oracle     Published Date: Nov 05, 2013
This survey based whitepaper, based on interviews with 229 executives worldwide assesses the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans. This is critical in response to emerging market opportunities and complex global economic challenges.
Tags : creating sales territory, sales performance, sales plan development, sales data, sales territory, incentive compensation plan, enterprise communications, data versus instinct
     Oracle
By: Oracle     Published Date: Oct 25, 2013
Learn about the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and compensation plans, which are critical in response to emerging market opportunities and complex global economic challenges.
Tags : data, instinct, global sales, sales, performance, global sales performance, global business, optimze sales
     Oracle
By: Oracle     Published Date: Nov 05, 2013
This survey based whitepaper, based on interviews with 229 executives worldwide assesses the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans. This is critical in response to emerging market opportunities and complex global economic challenges.
Tags : creating sales territory, sales performance, sales plan development, sales data, sales territory, incentive compensation plan, enterprise communications, data versus instinct
     Oracle
By: Oracle     Published Date: Nov 05, 2013
This survey based whitepaper, based on interviews with 229 executives worldwide assesses the challenges and opportunities faced by global businesses as they optimize sales resources to develop territories and incentive compensation plans. This is critical in response to emerging market opportunities and complex global economic challenges.
Tags : creating sales territory, sales performance, sales plan development, sales data, sales territory, incentive compensation plan, enterprise communications, data versus instinct
     Oracle
By: IBM     Published Date: Jul 16, 2018
Do your plans and forecasts need a reality check? The quality of your strategic decisions is only as good as the quality of your forecasts. And forecasts are only good if they reflect current reality—not the reality of two, three or more quarters ago. Enter “continuous planning.” With a methodology for forecasting at frequent intervals throughout the year, continuous planning “enables managers to see trends, patterns, and ‘breaks in the curve’ long before their competitors, and thus make better informed decisions regarding products and markets.” In this free online webinar, speakers Jim Collins & Guy Jones will explain how continuous planning keeps you in touch with current reality - and one step ahead of competitors. Jim Collins, Performance Management Strategy Executive, IBM Guy Jones, Worldwide Technical Sales Executive, IBM Performance Management,
Tags : 
     IBM
By: Tharpe Robbins     Published Date: Jun 23, 2014
Looking for cost-effective benefit alternatives that increase productivity and reduce absenteeism? It’s time to look at workplace wellness programs. These programs are no longer a trend — they are here to stay. Providing employees with incentives to get healthy and stay healthy can have a positive impact on engagement and the bottom line. This white paper from TharpeRobbins shows you the advantages of an employee wellness program and how you can get started with one in your organization.
Tags : employee engagement, rewards, awards, recognition, performance recognition, length of service recognition, organization performance, attract talent
     Tharpe Robbins
By: Riverbed     Published Date: Feb 26, 2015
In order to be successful today, operations teams require complete application-level visibility across the entire environment.
Tags : customer relationship management, security, human resources, sales force automation, application integration, data protection, network performance
     Riverbed
By: Oracle Commerce Cloud     Published Date: Feb 05, 2016
Are you setting unattainable targets? It seems counter-intuitive, but 95% of Chief Sales Officers (CSOs) reported higher revenue targets and 86% are not very confident they can reach them. With over 25 years in sales – 15 of those in sales management and 3 years in executive leadership, I’ve seen my share of sales failures and successes. In that time, I’ve learned that if you want to be a sales leader who can easily adjust plans and withstand a barrage of obstacles, you’ll need the support of a knowledgeable sales team, modern best practice processes, and technology. With this holistic approach, you can design the optimal plans and effectively implement them to drive performance. This brief will act as your roadmap with tips about how best to utilize people, processes, and technology to improve your company’s sales performance.
Tags : 
     Oracle Commerce Cloud
By: AWS     Published Date: Aug 28, 2017
SAP workloads represent the backbone of your business, supporting critical systems and processes across organizations: inventory planning, HR, payroll, sales, and more. Learn how running SAP on AWS cuts costs, improves performance, and ensures the reliability and compliance scalable companies need.
Tags : 
     AWS
By: AWS     Published Date: Aug 30, 2017
SAP workloads represent the backbone of your business, supporting critical systems and processes across organizations: inventory planning, HR, payroll, sales, and more. Learn how running SAP on AWS cuts costs, improves performance, and ensures the reliability and compliance scalable companies need. Download your copy now!
Tags : aws, accenture, sap, payroll, efficiency
     AWS
By: Dyn     Published Date: Jan 14, 2015
Whether your business is establishing brand awareness, driving online sales or executing a digital advertising strategy the fact of the matter is, your website performance matters.
Tags : network latency, website performance, latency, dns network, business intelligence
     Dyn
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