Overcome one common mistake when using sales incentive systems by discovering how to focus on one integral part of sales performance management—the management. Learn more about Sales Performance Management http://ibm.co/spm

1. Overcoming 5 common mistakes
with sales incentive systems

2. Forgetting the
“Management” in
Sales Performance
Management
COMMON MISTAKE
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3. What Sales Compensation
Managers tend to do
Focus extensive time and energy
on automating calculations
What Sales Compensation
Managers should be doing
Manage sales performance, and
drive behavior that aligns with
company strategies

4. Provide reports and dashboards that
enable managers to track regularly and
focus their efforts.
Tip
John Linsmar has
the lowest quota
attainment percentage:
I’d better click through
to see his metrics to
find out what’s up.

5. Tip
Give managers (and representatives)
the ability to drill down to understand
the metrics that matter.
John is strong in
customer interactions.
He has nine interactions
per day and, our
benchmark is set at five.
But he is weak when it
comes to no decision
loss ratio and sales
cycle length, so I should
train or coach him in
these two areas.

6. Customer example: Learn how DestinationXL
used Sales Performance Management
technology to drive training programs.
[Managers] can understand, at a
glance, the productivity of all of
their associates.”
“Management uses the information
about store productivity—how
many units the store sells every
hour, and how many dollars each of
those transactions is worth—to
help drive training programs.”
Senior vice president of human resources,
[supply company]
Download the full case study

7. Look at Sales Performance Management from
a holistic employee lifecycle perspective
Assign quota
and territory
Encourage desired
behavior
Process incentives
Visibility for
alignment and
coaching
Learn to be a better
seller
Model and deploy
changes
Use analytics to close
more sales
Profile your
“A-team”
Hire the best
sellers
Onboard for a
quick “ramp-up”

8. Download the Aberdeen Group report
Beyond the commission: will you stay ahead
of the SPM maturity curve?
You will learn:
Peer-driven recommendations
for the modern sales leader and
sales operations practitioner,
including both basic and
advanced sales performance
management best practices.

9. Explore additional IBM Sales Performance
Management resources