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Conversations on Sales Performance Management

Sponsored By CFO Research Services

Topics:
Budgeting & Planning > Business Intelligence

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Abstract:
To meet the ever-present imperative to increase revenues while controlling costs, more and more companies are adopting automated systems for sales performance management (SPM)---software optimized to add visibility and administrative precision to incentive compensation and other aspects of sales performance. This recent study conducted by Josh Hyatt and Matt Surka at CFO Research, underwritten IBM, takes a close look at companies that have adopted such technology, tapping into the experiences of senior executives in finance, compensation, and HR. Through a series of in-depth interviews with senior executives, we explored practices that companies are using to choose the right system for sales performance management---and the results that companies can expect after implementing an SPM system.

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