by Amit Jain | Jul 20, 2016 | Sales force effectiveness, Sales meeting, SFE
The Following blog post has been written by our guest contributor, Suva Chattopadhyay. Pre-call planning, triggers three primary thoughts in my mind An overused word in the sales training sessions Less talked about in the sales meetings An occasional...
by Amit Jain | Jun 28, 2016 | Quota Setting, Sales Performance Management
The life sciences industry is evolving quite a bit, with more and more companies focussing on the research and commercialization of speciality drugs. These new product launches, at times, are in relatively newer areas and always bring in too many uncertainties with...
by Amit Jain | May 29, 2016 | Incentive Compensation Management, Sales Performance Management, What-if calculator
The primary purpose of an incentive compensation (IC) plan is to act as a strategic tool to align salesperson behaviour with strategic business objectives. It acts as a catalyst to motivate the salesforce and retain top performers. Clear communication and presentation...
by Amit Jain | Mar 3, 2016 | Incentive Compensation Management, Sales Compensation Management, Sales Performance Management
Focus on Sales Incentives? Sales Incentive compensation is one of the most well-funded functions in an organization driven by sales. The way performance is incentivized is the key factor that affects the motivation levels of the sales representatives of a company and...
by Amit Jain | Nov 16, 2015 | Incentive Sales Compensation, Sales Compensation Management, Sales Operation
For any incentive compensation (IC) program to be successful, a skilled team is required with the right mix of technology, process and business expertise. It is very important for this team to understand the importance of quality and build a strategy to...
