Sales Compensation News from Centive

Leading the industry in sales compensation and sales performance management.

Newsletter Articles:

• Prepare for the New Year - Best Practice Sales Compensation Design
  Beta Carotene, Volume 3 Issue 9
  
• Centive partners with OpenSymmetry, a rapidly growing firm specializing in sales compensation and sales performance management consulting and deployments.
  Beta Carotene, Volume 3 Issue 8
  
• Centive Wins 2008 CRM Market Leader Award from CRM Magazine - CRM Magazine, the industry's leading publication, has selected Centive as a 2008 Market Leader in the category "Incentive Management."
  Beta Carotene, Volume 3 Issue 8
  
• Customer Feedback Program - Centive seeks customer input to refine and improve their sales commission management products.
  Beta Carotene, Volume 2 Issue 7
  
• Centive Receives High Marks from Advisory Firm Sirius Decisions - Vendor profile validates value and viability of Centive’s sales incentive management solution
  Beta Carotene, Volume 2 Issue 6
  
• Centive Sponsors the Salesforce.com’s Dreamforce ‘06 Conference - Centive will demonstrate the business benefits that result when their award-winning strategic on-demand sales incentive management solution seamlessly integrates with Salesforce.com^TM
  Beta Carotene, Volume 1 Issue 9
  
• Strategic Sales Compensation Management - Companies are striving to invest their incentive dollars
  Beta Carotene, Volume 1 Issue 9
  

Centive News:

• Press Release: Infusionsoft Selects Centive Compel to Automate Sales Compensation Management
  September 29, 2008
  
• Media Coverage: Boomi, Centive Form SaaS Partnership for Compel - Boomi, an on-demand integration vendor, and Centive, which sells on-demand products for sales compensation and sales performance management, have announced a partnership to provide Software-as-a-Service data transformation and integration for Centive's Compel.
  TMCnet, August 19, 2008

Links:

• Web Directory - Supporting the Complexities of Variable Compensation Management Strategies: Centive has the first incentive compensation solution to fully support the complexities and scope of performance-based variable compensation strategies for any size organization.

Incentive Compensation News - Beta Carotene

Beta Carotene is Centive’s monthly incentive compensation newsletter. Follow the links below to read articles from the June 2008 issue:

• Don't Throw the Baby Out with the Bathwater
  Subtle Adjustments Can Help Save Your New Sales Compensation Plans
  
  
• Compel Reviewed on Popular Sales Compensation Blog
  Sales Compensation expert Julien Dionne takes an in-depth look at Centive's award winning on-demand sales compensation management solution
  
  
• Centive Named to JMP Securities' Hot 100 Software Companies
  The most recent of a string of awards bestowed upon Centive since the launch of Centive's on-demand sales performance management solution in May 2005
  

Leverage Sales Compensation to Drive Sales Performance

Sales compensation is one of your greatest sales performance management tools; no other program will drive sales behavior, and ultimately, sales results to the same extent as incentive compensation. Getting salespeople to sell the right products and services to the right customers at the right price is the best way to increase revenue and profits, and compensation is the best lever to motivate sales people. The management truism, "what gets measured gets managed and what gets awarded gets done," is spot on. Sales representatives are much more likely to work towards a company's strategic goals when properly motivated by well-designed, accurately calculated, and frequently communicated sales compensation plans.

Achieving these goals requires a proper technology foundation - one that supports agility, speed, accuracy, reporting and analysis. Unfortunately, in most organizations, this technology foundation is absent. In fact, most companies today manage sales compensation programs with Excel spreadsheets and Access databases.

As a result, sales executives are handcuffed by slow, rigid, and unsophisticated systems that provide no strategic value, and sales representatives are frustrated and de-motivated by delays, errors, and uncertainties in their commission payments.

The result is the Performance Gap. The Performance Gap is the delta between the performance results executives expect from their sales compensation programs . . .