With strategic planning for 2013 in full force, we
surveyed over 300 business-to-business sales
reps to learn more about their top challenges
and improvement opportunities to help them hit
their number in 2013.
To help achieve “best practices” around the management
of their Sales Compensation programs, many companies
rely upon Sales Performance Management (SPM) solution
providers to leverage new technology solutions to reach
these goals. In order to avoid critical mistakes in the selection
of an SPM application, the following highlights six of the
more common and costly mistakes that are often made
in the selection process.
