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'Smarter Analytics' for Better Sales Territory, Sales Quota, and Sales Compensation Management

'Smarter Analytics' for Better Sales Territory, Sales Quota, and Sales Compensation Management
September 10, 2012 at 12:00 - 1:00 PM ET
Kevin Gray, Product Marketing Manager(IBM Corporation)

Many organizations use spreadsheets or in-house solutions to plan, design and manage the business processes aligned with Sales Performance Management (SPM) and Incentive Compensation Management (ICM).

Sales Performance Management (SPM) comprise of three key business processes including Sales Territory Management, Sales Quota Management and Incentive Compensation Management. Each of these business processes requires in-depth analysis and reporting to properly assess the performance and health of the sales organization and each individual sales person.

Organizations that invest in best practices, automated business processes, and SPM / ICM technology are able to make better decisions based on ‘Smarter Business Analytics’ which in turn drives revenue and reduces overall commission spend. Sales organizations are able to make smarter decisions and adjust sales strategies from trustful and accurate outcomes from analytical reports.

Do you know which sales territories are in jeopardy of missing quota? Do your sales representatives have centralize access to their commission earnings? Can you determine which products are most successfully selling in which region by which sales representatives? Are you compensation plans aligned to your sales strategies? There are many important decisions that need to be made and you need to make ‘smart business decisions’.

By implementing the best practices, automating business processes and adopting SPM / ICM technology, sales operations and compensation teams are able to track, monitor and adjust their sales territory coverage model, manage target quota allocation through to actual achievement, drive revenue and reduce the associated cost of compensation spend. Sales operations and compensation teams are able to makes ‘smarter business decisions’ to the difficult questions.

Join Kevin Gray, Product Marketing Manager from Varicent, an IBM Company to learn how best practices, automated business processes, and SPM technology can help your organization achieve smarter analytics in sales territory, sales quota, and incentive compensation management.
Who Should Participate
If you are employed in a sales organization and responsible for sales operations, finance or compensation/commission, you will benefit by attending this webinar session. If your organization uses spreadsheets or in-house solutions to plan, design and manage the business processes aligned with Sales Performance Management (SPM) and Incentive Compensation Management (ICM), you will benefit by attending this webinar session. The content covered in this webinar session is applicable to both Enterprise and Small/Mid-Market organizations.
What You Will Learn
In this webinar session, you will learn how Varicent, an IBM Company is helping organization use ‘Smarter Business Analytics’ to: - Better manage their sales territories, sales quotas, and incentive compensation processes; - Drive increased revenue, reduce costs associated to compensation errors, and successful achieve sales targets; and - Make informed decisions that result in outcomes that outperform the competition.
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Presented by
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Kevin Gray
IBM Corporation

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Event Sponsors
Varicent Software Inc
Varicent Software Incorporated delivers the only complete sales performance management (SPM) solution addressing the needs of the entire corporation. Sales performance management, a subset of corporate performance management (CPM) – or business performance management (BPM) – focuses on sales planning, modeling and dashboarding, quota and territory management, sales commission and incentive calculations, and sales analytics. Varicent’s flagship product, Varicent SPM, helps companies better manage, measure and understand the economic impact of their variable compensation programs.
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Are you becoming an industry expert? Each One Hour Webcast on is reviewed and can qualify for an Institute for Human Resources credit. The Institute for Human Resources Certification Program provides HR Professionals with an opportunity to specialize in one vertical or domain, making them an Industry Expert. Each of’s webcasts are reviewed and evaluated against the verticals/domains criteria, and one credit hour can be applied to the appropriate vertical or domain.
For more information regarding the IHR Certification Program, please click here or visit:
Did you know that each one-hour webcast is submitted to qualify for HR Certification Institute recertification credits? The archive of the webcast also qualifies recertification credits, for one (in some cases two) year(s) after the original broadcast. You can get your PHR, SPHR, GPHR and credits all without ever leaving your desk. We know how busy today's successful HR professionals are, which is why we're committed to delivering the best education to you in an easy and entertaining format. For more information about certification or recertification, please visit the HR Certification Institute homepage at
"The use of this seal is not an endorsement by HR Certification Institute of the quality of the program. It means that this program has met HR Certification Institute’s criteria to be pre-approved for recertification credit."
WorldatWork Society of Certified Professionals. Recertification credit for this event applies to the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®), Certified Executive Compensation Professional (CECP™) and Certified Sales Compensation Professional (CSCP™) designations granted by WorldatWork Society of Certified Professionals.

Recertification credit for this event can be taken by entering it into your online WorldatWork Society recertification application and entering the program date, title and length. Please note that the CECP and CSCP designations require a minimum number of credits from executive and sales compensation-related activities. For more information on recertification, visit the WorldatWork Society recertification webpage at

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