Sibson VP Dennis Spahr and consultant Jonathan Minor share ideas on how to salvage a sales compensation plan when it appears the plan is not driving desired results.

In their article, published on World at Work's website, Dennis and Jonathan suggest that before giving up on your plan, you should first look to make adjustments related to:

• Pay Level
• Pay Mix
• Measures and Weights
• Mechanics and Links
• Quota Setting
• Implementation and Administration

 

Take a few minutes to read this informative article; it could prove valuable should you start to hear rumblings about current sales plan effectiveness.

In his popular blog on Sales Compensation and Sales Performance Management, Julien Dionne provides a high level overview of Centive Compel.

Key observations include:

• "One nice aspect of Compel is that all its functionalities are bundled within the core application (no additional modules are required for reporting, modeling, analytics, etc.)."
• "Many companies like Adobe, Salary.com, McKesson, Cars.com and Sterling Commerce selected Compel to automate their sales compensation."
• "Another very interesting feature of the salesperson dashboard is the ability to display sale opportunities (from salesforce.com or other CRM/SFA systems) and the effect they have on the rep's total compensation."
• "Centive uses effective dating for everything: people records, quotas, measures, plans, transactions, results, reports, etc. which makes its maintenance much easier. It also solves the difficult problem of handling prior period adjustments - Compel recognizes the crediting rules, roll-ups and structures that were in place at the time of the original transaction, and trues-up the adjustment to the current period."
• "Compel also seems to offer all the functionalities anyone could be looking for, and does so without the need to purchase additional modules."

Centive was notified that our company has been named to JMP Securities' 2008 report entitled "Hot 100: The Best Privately Held Software Companies." This report profiles 100 of the leading private companies in the software industry as identified by the software research team at JMP Securities.

"We are pleased to be honored with inclusion in the Hot 100 report by JMP Securities," said Michael Torto, president and CEO, Centive. "The employees at Centive have worked hard to earn a steller reputation for delivering superior on-demand solutions, exceptional customer service and innovative market vision. Recognition by JMP Securities is something we will celebrate as a company; it's cool to be hot."

The "Hot 100" recognition is the most recent of a string of awards and accolades bestowed upon Centive since the launch of Compel in May 2005 as the market's first on-demand solution for automating sales performance and sales compensation management. Last month Centive was named a finalist in the "Best Customer Service" category for the American Business Awards. In 2007 Compel earned the "Product of the Year" award and the "CRM Excellence" award from Technology Marketing Corporation, and the CRM WizKids Award from Beagle Research. Compel is also a winner of the coveted CODiE award for "Best Financial Application."