Entries Tagged as 'SPM'
by Patrick Stakenas | October 23, 2012 | Comments Off
It seems that the days of sales organizations using purely Incentive Compensation Management (ICM) are drawing to an end as best of breed vendors build out their product suites to include elements of training management, behavioral management and coaching systems. In a recent research by Gartner top best of breed vendors cited most ICM deals are [...]
Category: Chief Sales Officer Customer Relationship management Head of Sales Sales Performance Management Vice President of Sales Tags: behaivorial, CRM, customer rel, ICM, sales coaching, sales performanc, SPM
by Patrick Stakenas | July 18, 2012 | 2 Comments
The VP of Sales, Head of Sales, Chief Sales Officer… (pick your title) role continues to evolve and change as technology, processes and legislation continue to evolve. 10 years ago the sales organziation was run on spreadsheets and “Big Data” wasnt a term. Mobile accessability was very limited, virtual offices were less prevelant and almost all training was [...]
Category: Chief Sales Officer Customer Relationship management Head of Sales Sales Performance Management Vice President of Sales Tags: chief sales officer, CRM, Customer Relationship Management, head of sales, ICM, Incentive compensation, sales coaching, sales performance management, SPM, VP of Sales
by Patrick Stakenas | March 15, 2012 | 3 Comments
Over the past few days (at the Gartner Customer 360 Event in Orlando) I have heard from numerous IT leaders and business executives (both enterprise and vendors) on Sales Performance Management (SPM)… Their views and approach to SPM continue to lend overwhelming support to viewing SPM as an enterprise strategy – not specifically standalone technology. [...]
Category: Uncategorized Tags: ICM, sales performance management, SPM
