Phone Plus Magazine
Compensating for Change
Services Offer Options for Automating and Optimizing Sales Compensation
by Tara Seals
In her article published in Phone Plus Magazine, Tara Seals acknowledges that many organizations are struggling to focus their sales teams on high-margin business. Tara argues that the new breed of on-demand tools is turning sales compensation into a strategic, competitive weapon.
Says Tara, "Companies can make use of a new set of on-demand, Web-delivered software tools to help re-engineer the sales channel to focus on high-value sales, move obsolete or failing products, and allocate sales efforts to match company goals - while becoming more efficient in the process".
As part of interviews with the leading vendors in sales compensation, the article quotes Centive's CMO, Bob Conlin. "Most telecom companies' pain in this regard is somewhere on the spectrum of chronic to acute," Conlin adds, "and that trickles down to dissatisfaction within the sales force".
