Your Comp Plan Is Paying for Volume You’d Get Anyway
Here’s an uncomfortable exercise for anyone who owns a manufacturing comp plan. Take last year’s payouts and sort them into two piles: commissions paid on revenue the company would have won anyway, and commissions that actually changed someone’s behavior, pulled a deal toward a strategic line, pushed a distributor past a tier they weren’t going […]
Commission Management Software for Manufacturing: What Actually Makes It Different
Search for commission management software and you’ll find dozens of platforms that all describe the same customer: a software company with one sales team, one quota model, and one commission plan. If you run sales operations at a manufacturer, you already know that company isn’t you. Manufacturing compensation isn’t one problem. It’s three, running at once – and understanding that is the difference between […]
The Quarter-End That Takes Ten Days
A sales operations leader at an industrial manufacturer once walked me through her quarter-end commission process, step by step. She wasn’t complaining. That was the unsettling part, she described it the way you’d describe weather. This is just what quarter-end is. Here’s the anatomy. Day one. Export the quarter’s orders from the ERP. Export credits […]
The Sales KPI Problem Has Nothing to Do with KPIs
More sales data doesn’t automatically lead to better performance. The real competitive advantage comes from connecting KPI insights to faster decisions on incentives, quotas, and territories that shape rep behavior in real time.
The Complete Guide to Incentive Compensation ManagementÂ
Table of Contents What Is Incentive Compensation Management? Why ICM Matters Now Who Needs ICM Software ICM vs. SPM: What’s the Difference? How the Incentive Compensation Management Process Works Legacy ICM vs. Modern ICM Platforms When to Replace Your ICM System How to Evaluate ICM Platforms Incentive Compensation Management FAQs The Bottom Line What Is […]
How is the role of sales rep changing, and what impact does this have on sales compensation?
Immagine di freepik From Order Taker to Trusted Advisor Nen recent years, the role of the salesperson has undergone a radical transformation. The traditional order taker, with their transactional and short-term focus, is being replaced by a more evolved figure: the trusted advisor. This professional creates value by supporting the customer throughout the decision-making process. […]
Sales Incentives Evolution: Insights from the Sales Compensation Summit
At the recent Sales Compensation Summit, participants had the opportunity to engage in Speed Roundtables – 15-minute discussions that allowed attendees to cover multiple topics in a dynamic format. One of these key discussions took place at Table 3: Sales Incentives Evolution, hosted by Marcus Houghton from Rocket Software. The conversation shed light on the […]
Reflecting on The State of Sales: Survey Release 2024 – A Day of Inspiration at The Shard
On Monday, December 2nd, 2024, The Shard in London became the epicentre of innovation, collaboration, and strategic insight as we hosted alongside Warwick Business School and The Institute of Sales Professionals, the much-anticipated Sales Excellence Summit – The State of Sales: Survey Results. This event united sales leaders, compensation experts, academics and industry innovators for […]
Maximizing Sales Compensation ROI: Insights from the Alexander Group’s 2024 Sales Compensation Symposium
At the recent 2024 Sales Compensation Symposium hosted by the Alexander Group, we had the pleasure of attending the insightful session titled “Victory: Maximizing Your Sales Compensation Program ROI,” presented by John Stamos and Ted Grossman, both Principals at the Alexander Group. As an incentive compensation management vendor, Akeron found the discussion both thought-provoking and […]
New partnership with SANDS Partners strengthens Akeron’s presence in the Incentive Compensation and Sales Performance Management marketsÂ
Lucca, Wroclaw, August 27, 2024 – Akeron, enterprise software to drive growth and improve efficiency, with its software Vulki, the Revenue Excellence Platform, officially announces its new partnership with SANDS Partners, an international consulting firm based in Wroclaw, Poland, specializing in the implementation of incentive compensation and sales performance management systems for companies around the world. […]
