Friday, December 21, 2007

Best Practices for Sales Performance Management

Christopher W. Cabrera, founder and president of Xactly Corporation, published a white paper on December 18, 2007: “Five Best Practices for Sales Performance Management”.

These best practices are:
• Use incentive compensation to align payments to strategic corporate objectives
• Motivate and reward performance with contests, SPIFs (special performance incentive funds)and non-cash incentives
• Model and forecast your compensation plans prior to deployment.
• Use analytics to drive sales performance
• Integrate CRM and compensation management applications for greater insight into sales opportunities

I think those points are very obvious… Actually, they are usually the driving force behind automating the compensation management process. I recommend reading the article, it's short and fun to read.

The Five Best Practices for Sales Performance Management paper can be found here.

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Ottawa, Ontario, Canada
Julien Dionne is a well-rounded consultant with global business management experience and outstanding technical, business and leadership skills. He earned a Bachelor of Applied Science in Software Engineering from the University of Ottawa, Canada, and he is a member of the Canadian Professional Sales Association. The views posted within this blog do not reflect the views of Julien’s current or previous employers and clients. Julien can be reached at